Finding Ways to Differentiate Yourself From Other Sales Reps

One of our friendly Friday From the Field followers, Heather, submitted this week’s Friday From the Field Video on how she makes her physician office visits meaningful and ensures that she is never “just another sales call” to new practices. Heather is the Senior Physician Relations Management Liaison at a large hospital in the sunshine state of Florida.

During her quick video, Heather highlights so many of the things we stress every day with our liaisons in the field. Timely and accurate data, getting past the gatekeeper, bringing value every time, and adding a personal touch while doing it all. Heather is uncovering her “customers” needs before they even know they have one, the very definition of consultative sales.

How are your sales skills? We often hear liaisons try to talk themselves out of being in “sales”, like it’s some sort of dirty word. Like it or not, liaisons ARE in the business of selling. But, just as Heather pointed out, we don’t have to be viewed as “just another sales call” from our customers, because we are anything but! Empower yourself and sharpen your skills with our Make it Matter Sales Training Program, a public two day interactive workshop in St. Louis that was created specifically for the type of sales done by liaisons – consultative selling.