It is common for animal health pros to resist talking about sales. The perception of becoming a houndstooth-jacketed used-car salesman often one of the objections. If you’re involved in any business where transactions exchange money for services or product, you are part of the sales process. Those most successful PREPARE.
Prashant Dedhia shares his experience with being asked to “sell me this pen” during an interview. He shares how he prepared in advance for this exercise referencing four skills needed when engaging a customer or prospect.
- how you gather information
- how you respond to information
- how you deliver information
- and how you ask for something (closing)
Source: LinkedIn, May 22, 2017. Link.
INSIGHTS: Most animal health pros resist role-play scenarios. Consider this article for a team meeting. After reviewing it, ask some folks to “sell” you a product or service you offer clients daily. A trusted local sales representative can be a good moderator and resource for team exercises, as well.