Ask It The Right Way
Contributed by Charles Brennan, President, Brennan Sales Institute
The marketplace is fast approaching 100,000 sales representatives, and reports in The Wall Street Journal suggest that physicians aren’t influenced by what representatives are saying. The question is: Why are there so many reps who can’t seem to get their message across? Adding more representatives doesn’t seem to be the answer. The answer may lie in something as simple as sales reps asking the right questions and knowing what to do with the answers.
In a recent survey of physicians, an overwhelming number of doctors expressed frustration with their representative’s inability to bring value to a discussion, carry a conversation, and present a point that connects with the discussion. Because many representatives across the country can’t seem to perform such simple, albeit important tasks, a growing number of physicians are denying access to many reps who come…