While industry and product knowledge is important to success, there is too much emphasis placed on being all-knowing in those areas. The skill to influence and produce a result is more critical. Yet, we spend hours developing a killer strategy and when it comes time to implement it we wing it. Then, we cannot understand why everyone isn’t buying our carefully crafted plan and brilliant strategy. Consider just one of the influencing skills to execute a plan successfully.
Source: evancarmichael.com April 21, 2016.
The most successful reps see themselves as decision getters. Their role is to help their customers reach a well-informed and committed decision. So they are okay with a well-informed “yes” and a well-informed “no.” Any response that doesn’t end with one of those two outcomes is cause for further discussion and influencing.
INSIGHTS: Effective decision getters are also emotionally intelligent, able to manage negativity, and skilled at connecting with their audience to inspire buy-in and gain co-ownership. This same set of skills is equally important as veterinary team members interact with clients in clinic or on the phone.