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Medical Device Sales Talk

How to become a salesperson of influence

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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:"

Five ways LinkedIn can grow your medical device sales

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LinkedIn is growing by leaps and bounds. It is considered the pre-eminent business social networking site on the Internet. There are more than 60 million business professionals who have LinkedIn profiles, including an increasing number of surgeons and hospital administrators.

Here is a quick primer on how you can use LinkedIn as a medical device sales representative:

Five simple steps to boost your chances of interviewing success by 50 percent

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The difference between success and failure is often more subtle than we care to admit. Sometimes a total overhaul of our approach is required. Other times, there are just a few subtle changes that will lead to big results.

Take interviewing. I interview a lot of people, many with similar qualifications for a given position. When they go for a face-to-face interview, most candidates show up on time, properly attired. They have an extra copy of their resume and can answer the manager’s questions pretty well. (If they can’t, then they probably won’t get to this stage in the first place).

Some people show up to see what will happen. Some people show up to get the job. Guess who usually does?