#33 - How To Help Your Customers Keep Their Word With You

How To Help Your Customers Keep Their Word With You | Podcast Episode #33 One of the most frustrating situations as a medical sales rep is when the customer tells you one thing, then changes their mind later. This creates false optimism on the part of the rep and inevitably leads to distrust between the rep and the customer. The question is, "How can we reduce the chances of your customers changing their mind later?" One of the best ways I have found to help with this is to ask for the customers' opinion or stance regarding the situation, instead of me telling them where I think we are at and asking for their approval. And this may sound trivial, but I do believe there is a significant difference in outcomes when this occurs. Understandably so, this is easier said than done, and I believe that is because most reps don't want to ask truly open ended questions of the customer. It leaves the door open for the customer to tell you to your face that they are leaning toward, or going with, the competitor - and most people don't like hearing that. However, if the customer is going to go with somebody else, you're just delaying the inevitable by not asking them up front. Ultimately, you want to get the truth as soon as possible before the customers start banging their stake into the ground on one side or the other. If they are on your side, you can help them solidify their stance. But if they are leaning toward the competitor, you now have a chance at changing their stance if you catch it early enough. We hope you enjoy this episode!