Relationship Management Basics for Sales Reps

As a sales rep, you know that your reputation revolves around your relationships with your clients, your industry contacts, your peers, and pretty much everyone you meet….ever. As a result, relationship management is one of the five keys to success as a medical device sales rep. So what are the basics?

ProSellus is on the case.

Keeping Up With the Ka-Social Platforms

No Kardashians this time around, but there’s plenty of Facebook, LinkedIn, and other social media platforms. While some contacts are best left in your phonebook on your smart phone or in your Gmail account, others belong on the web, too.

You can work wonders on LinkedIn regarding networking and territory scouting/expansion. You can test out different pitch techniques with Facebook ads. Some of your clients might even be into Snapchat.

Use at your own risk kids.

Temperature Checks & Small Gestures

We’ve previously covered how establishing relationships can establish value. We even put together a handy list of the top 4 ways to establish value for clients. All of these revolve around relationship management.

Learning to pick up on nonverbal communication or incorporating small gestures into your routine with clients can instantly perk up any lackluster contact. Does one doctor really love Star Wars? Make a reference at your next meeting. See if you can parlay that into a discussion about that new medical device you just learned about. Even doctors are starting to do it with trust and transparency, changing ROI into IOR: “impact of relationships”.

Checking the temperature of your relationships seems like a pain, but it’s like tending a garden or doing the dishes. In order to set yourself up for success (i.e. a good harvest or a clean sink), you have to put in the work.

Some of you might have noticed that I said this is just one of five keys to success. Want to know more? Email me Scottwalle@prosellus.com.

Otherwise you’ll have to wait until we publish the second key next month.

 

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