The internal messages you send yourself regarding your role in the hospital, the distribution company or the manufacturer largely determine your success with your clients, your practices or your customers and therefore within your respective organization. Consistent high performers in the veterinary industry have a very clear image of their role in every interaction.
Source: Veterinary Advantage Magazine, April 2016.
Their focus is on their customer, not themselves. So they are in the business of getting decisions that are well-informed and confident. Their customers see them as partners, not adversaries. Their counterintuitive attitude sets them apart from the ordinary and is the first step in positioning themselves for success in the long term. They are decision-getters.
INSIGHTS: When you focus on getting a decision you have established a common goal for that conversation because the other person is already focused on making a decision. Your common goal is a DECISION. No one likes to be sold. But, we all appreciate someone who helps us reach a decision of whether or not to buy.