Medical Device Sales Customers Need You, Are You Determined to ‘See’ Them?
How is your Medical Device Sales team managing change in these times of COVID-19? Are you succeeding or have you given up? Your customers need you more than ever, are you determined to see them? Or have you written them off?
“But I can’t ‘see’ them Scott, everything has changed.”
Have things really changed, or has your selling mindset changed? It is serious question every pharmaceutical salesperson can only answer for one person: themselves.
Change Does Not Mean Defeat
We are living in a time of change and upheaval. But as a pharmaceutical sales professional, you need to harness the negatives into positives. There is no choice. Do you have vision to see yourself succeed? If not, then why not?
Not long ago, inc. magazine published an insightful article entitled: “7 Reasons Sales Pros Fail.” You might be surprised at the observations; they aren’t reasons wrapped in technical jargon or mystery. The author found that failing sales people have no sense of urgency; they possess a negative attitude; have a poor work ethic and most disturbing, they don’t believe in themselves.
The pandemic, being forced to sell remotely or socially-distanced, is not the first-time Medical Device sales teams have faced adversity. The industry has succeeded during The Great Depression, worldwide conflicts, recessions, inflation, mergers, acquisitions, new technologies, natural disasters, man-made disasters and other tragedies.
If sales teams are fearful of their abilities, lack confidence, are disorganized or have negative attitudes, why would a purchasing agent, administrator, healthcare professional or office manager have confidence in the product or those behind it?
Change is hard and times are tough, but they are even tougher on your customers. They need you. Have that sense of urgency and all of the customer service that goes with it; out-hustle the competition; make a positive work ethic your daily mission; and believe in yourself.
No matter how defeated you may feel at the moment, congratulate yourself. Failure is a part of making progress. Failure means you haven’t given up.
Before my accident, I was a competitive martial artist and Division-I football player. I measured my progress not by wins and losses (that was later) but how my conditioning, speed, strength, reflexes and mental toughness were improving.
I did not win in the ring or will myself out of a hospital bed because I am super-human, but I had a vision of getting better every day, and I had the determination to succeed and the daily grit to see it through.
In this time of COVID-19, your customers need all of the support they can get. Go the extra mile to give them information beyond what they can read online. Be creative in how you reach out and meet their needs. They need you. Be there for them.
Engage your customers with all of the technology at your disposal and keep in mind that out-hustling the competition will pay dividends.
Change brings good times and bad to the Medical Device industry. The most successful salespeople are change-proof. And remember that with hard work, whatever you lack, you can gain.
To book Scott Burrows, International Medical Device Sales Speaker on Managing Change, for a virtual or in-person sales meeting, contact us through this website or by calling: (520) 548-1169