Steve Porcaro is an Executive Sales Coach, Motivational Speaker, Consultant, and Trainer
dedicated to helping Medical Device Sales Professionals reach their full potential.

 

July 24, 2007 
 
 
What is your definition of Medical Device Selling?

Many people think of selling in general as convincing or persuading others to buy goods and services that may or may not be needed or wanted. To others, selling is all about “closing the deal”. To countless sales professionals, this attitude towards sales might not be very inspiring or motivating.

Let’s be honest, if this is your outlook on selling, it's comes as no surprise the difficulty you face everyday to sell well. I would too! How can we look at medical device selling from another point of view that would make it exciting and pleasurable, and get you jumping out of bed in the morning? Almost sounds too good to be true, doesn’t it? Keep reading then.

At this point in your surgical sales career, you could list of all the issues and problems that your customers are faced with, and the solutions that you offer. It’s amazing, but over time, that list keeps growing.

In fact, if you reviewed your past sales, and reflected upon them, you would discover that you sell surgical solutions. Medical Device Sales professionals are master surgical problem solvers. From a certain perspective, all you’re really doing is helping people. Right?

If we step back and review:

• Selling is a process of identifying and solving people’s problems.
• Selling is serving.
• Selling is helping people.

When you start to believe selling is serving others, you will begin to experience and perceive your surgical selling in a different light. This new perspective will allow your passion for helping others to lead you to sales success. When you truly believe in helping other people, then it is your moral obligation and purpose to make as many sales calls as possible. When you are not selling, you are withholding your help to the world. You could say that you have a responsibility to share your expertise and insight with as many people as possible.

When talking to a potential customer, take a moment to think about how you can help and serve them first. Don’t try to sell them anything. People will sell themselves on your goods and services, then buy from you, if you can solve their problem.

Consider this for a minute: people hate to be sold. If your outlook on selling is one of helping people and service, how do you think the people you're talking to will feel? The moment they feel they're being sold, they often want to get away — far away. Don’t you? Conversely, they will relax and open up to you if you are sincerely trying to help them solve their problems.

One of my customers shared a tip with me that has always worked in the field. In his opinion, the secret to becoming a successful medical device sales professorial hinged on the three A’s; Able, Affable, and Available.
If your perspective on medical device selling is one of service and helping people, how will you feel? How does purposeful, passionate, and profitable sound?


 
"The more I help others to succeed,
the more I succeed."
 
 
Helping and Serving people, My West Virginia Experience.

Two days ago, my 14-year-old son and I returned from a ten-day trip to West Virginia. This adventure had nothing to do with summer get-aways or rest and recreation. However, this trip had a different purpose. For my son and I, it was first-hand experience helping and serving the people of Appalachia. Our destination was Logan County, the town of Man.

What does West Virginia have to do with medical device sales? In sales I enjoyed helping people and making a living while doing it. In West Virginia, I helped other people make a place to live. Let me tell you about the group that made this possible.
Appalachia Service Project (ASP) is open to all people and fosters human development by addressing the housing needs of Central Appalachia. Each year about 15,000 volunteers repair homes for 400-500 low-income families in rural areas of Central Appalachia. Their goal is to make homes warmer, safer and drier for families in need, while offering transformational experiences for families, volunteers and staff alike.
 
One of the reasons we go there.

Our family welcomed our group into their home, and their children made us feel like part of their family. I went Appalachia determined to count the numerous differences between us, and I left with the realization that one universal connection was more important that all of the differences between us. If you haven’t guessed it by now, it was the love they had for their family and neighbors. The desire to help and serve other people was just as strong in West Virginia as it is anywhere in the world.
 
 
I would like to tell you that this experience has made me a better sales professional, but that would not be the whole truth. The truth is, it made me a better person, husband, father, and neighbor as well.

I was privileged and honored to work side-by-side with other people who felt the same way I did about helping others. They too donated their time and resources to be here and make a difference. They were not sales professionals, but everyday people. I dare say anyone of them would make us sales professionals proud by their passion and belief in the ASP experience, and the ability to sell it to others in their community. We could learn a lot from them.

My purpose and passion to help and serve others has taken me to many places, but none more memorable that West Virginia.

Where will your purpose and passion take you?

 

Sell with Purpose and Passion,

Steve Porcaro

Executive Sales Coach

 

 
 

email:Steve@14AllCoaching.com

 

 

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