Sell Like A Savage: Nine Sales Traits to Grow Your Sales by Jared Doerfler

Author:Jared Doerfler [Doerfler, Jared]
Language: eng
Format: epub
Published: 2018-07-20T06:00:00+00:00

When we have the ability to bring a technical individual into our sales process, we need to take advantage of this. I know some salespeople absolutely cringe at this. What if they say something they shouldn’t or aren’t perfect with their words? That is totally fine, and in fact can be beneficial. It humanizes our sales process and our company. It adds value to our organization and validates our company in our respective industry and space.

The medical industry has used this tactic for years by hiring medical specialists such as nurses, pharmacists or physicians; they are most often referred to as medical liaisons. The model is fairly simple; arrange a big meeting with an important prospect or customer and bring these knowledge wealthy colleagues to the table to aid in closing our business. When a surgeon has a conversation with a fellow health care provider, it takes the conversation to another level. They start speaking a different language and can have more in-depth conversations. It helps build the surgeon’s trust in the product since another medical professional can vouch for and evaluate the data to back up the product.

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