The other day I spoke to a sales trainer, who was a reference for a candidate. He talked about the difference between being a "pleaser" and an "adviser" to customers. The ultimate goal is for sales people to develop into advisers, someone whom customers look to for expert advice. It is an interesting and important distinction.
It led me to consider the ways medical device salespeople can achieve the role of adviser. It’s a combination of knowledge, commitment, work ethic and "paying it forward:"