Throughout the next 7 weeks we will be giving previews of lessons found in the book, “Selling to the Pain: Closing More Deals in Healthcare Sales.” Tom McDougal, CEO and Founder of Gylen Castle, wrote this book to share his insights into the difficulties of selling to the healthcare industry and how to overcome those challenges.
Lesson #1: Duct Tape is Gold
The first lesson in this series is that duct tape is gold. As McDougal writes in his book,
“Duct tape is gold, not silver, when properly applied to your mouth.”
A crucial part of selling, especially in the healthcare industry, is to understand your prospects and clients. To do that you must listen. It is natural to want to talk about you and your company, but you must apply the golden duct tape and LISTEN. Listen to what your clients want, listen to what your clients need, listen to what keeps them up at night. How does listening relate to the sales strategy? For a successful sales strategy, listen to the client and then take action by adjusting your sales strategy to address their needs.
Check back next week for another lesson. If you want to learn more about how listening is crucial to a successful sales strategy you can contact Gylen Castle for consultation services or purchase a copy of the book on the Gylen Castle website or Amazon.
