“Feedback is a gift. Embrace it.” – Anonymous
The fastest route to customer access is to provide REAL value.
A HUGE problem for new salespeople is that they have no clue what value looks like.
This killer question can help.
It allows your customer to share their top of mind thinking.
It provides a path to the real value they are looking for you to provide.
“On a scale of 1 to 10, how would you rate…”
- the outcome of your last chronic migraine patient?”
- your confidence in your reimbursement process?”
- the quality of the toxin training your residents receive?”
Any response less than a “10” gets a series of follow up questions:
- What’s missing?
- How would you change it?
- What do you think the next step should be?
The difference between the customer’s answer and “10” is the VALUE that customer is looking for someone to provide.
The person who does gets the access.
If you are really brave, you can use a version of this question to see what your long time customers think of the value you are providing:
- “Dr Smith, I have been calling on you for over 5 years. I am always looking to get better and be a better resource for you. On a scale of 1 to 10, how would you rate the value I bring to your office?”
Yikes…
This question takes guts.
This question helps you figure out where you need to be.
The answers will not always be pleasant.
It took me years to learn how NOT to get defensive when someone gave me feedback I did not want to hear.
Just remember, feedback is a gift.
Feedback shows you a better way forward.
Average sales people get defensive.
Good sales people embrace it.
Exceptional sales people seek out feedback to become more.
#BeTheException
-Joe Ciccarone
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The Vibe 