ProSellus Debuts “The Sales Acceleration Formula…Part One”
We mentioned last month that we would be debuting a two part blog series on the ultimate sales acceleration formula. Since we are growth engineers of our word, we have the first part of the sales acceleration formula right here, right now.
Are you ready to hack your sales strategies?
Part One: Know Your Audience Like You Know Yourself
This may sound like a fluff phrase, but seriously: it’s one of the biggest parts of the sales acceleration formula. You cannot get to part two and part three without it. Period. So, how do we execute part one? You need contacts.
One of the biggest tenets of sales acceleration is having well-maintained and solid customer relationships. Now, if you are scratching your head at this, let’s recap some of our other blogs on how sales acceleration works.
Cultivate Relationships Based on Need & Demand
You might remember from one of your intro business classes the term “value proposition.” It is how you establish value in your sales pitches to customers. Of course, I’m tweaking the definition just a bit because I’m focused on medical device sales. But you get the idea.
As we have covered before, establishing value for repeat customers requires a deft hand and an open ear. You can’t just go in there throwing around free dinners and boring presentations. People don’t respond to traditional sales pitches like they used to. You have to establish REAL value by establishing a relationship first.
In an effort to increase the success rate of your customer relationship attempts, check out this blog on the type of sales rep NOT to be. People can debate all day long about the kind of sales rep you SHOULD be. But I’ve found that it is much easier to know what tactics and behaviors to avoid instead.
So, What’s the Trick? Where’s the “Easy Button”?
The “trick” to managing customer relationships isn’t really a trick either (by the way). You can build a referral network simply by being actively engaged in the lives and well-being of your customers.
One physician customer is overloaded with patients (or more realistically, doesn’t have enough patients). Do you know someone who can help? Do you know physicians that can either help with the overload or more importantly send patients to your customer? Make a recommendation. Set up a dinner, lunch or happy hour and watch your value increase 10x. You can leverage your contacts to further your success.
Try to avoid getting caught up in just the features and benefits of your products. Physicians can read; they know the features and benefits of all the products. Listen to what they NEED.
That’s what sales is about!
It might take an extra five minutes on a call or a few texts or emails here and there. But investing in your customers and the well-being of their patients means that they will invest in your medical device sales business. True Story.
More to Come….Stay Tuned
This is merely part one in a series of three parts to this sales acceleration formula. Parts two and three will be coming down the pipeline in the coming months. But if you are hungry for more now (which…if you are a sales rep always trying to dominate your market, you are always hungry), email me.