Are you interested in your customers?

   

Annette Scorzelli

   I don’t know how many of you have read the below article by Brian Sullivan, but after 17 years in the medical sales business, I totally agree with what he has to say. I have formed some great friendships through out the years and now that we have social media we all get to put faces with names. I absolutely love what I do and I know that has a lot to do with the people I talk to on the phone everyday and the great people I work with. Check out the article  and see what you think.

  Brian Sullivan’s PRECISE Selling Quote of the Week

“You can make more friends in two months by becoming really interested in other people than you can in two years by trying to get other people interested in you.”
?– Bernard Meltzer

I was recently approached by a medical industry marketing director with this question, “How the heck do I get our sales channel partners to focus on our product above all others? We have a new product that works great, and I know it can make them tons of profits.” I then asked the question, “If I was the sales director of one of your channel partners, and you were going to try to sell me on your product, what would you say or do?” The marketing director went on to say he would explain/tell the partner all the reasons they need to sell the product and why it would be good for them.

But there is the problem! Salespeople, managers, directors and executives are in meeting rooms right now making too many statements, using too many words and trying too hard to get others interested in them and their solution. They need to STOP! Because despite what the doubters tell you, people would rather give money to their friends than a stranger. And great salespeople outperform others because they understand that being INTERESTED beats being INTERESTING all day long. And when you show genuine interest in others, you create friendships.

So this week make a list of prospects whose attention and business you are longing for, and then spend the next two months doing what people looking to create friendships do. Show interest, smile, listen and help them in ways that pays you nothing. And as your circle of friends grows, so too will grow your circle of influence in your industry.