What Does an Average Sales Call Look Like?

Aug 5

Pretty Caucasian woman at the beach smiling at camera.

You can listen to my podcast here: https://open.spotify.com/episode/1SUOOSjwXOACSZQOR8BN31?si=IjJLfAsuTaKDHAIYjKpNEQ

You can watch the podcast here: https://youtu.be/bWuvMnN9N2w

By popular request today we are going over what an average sales call looks like.

In the podcast/video I go into detail about how you can use the same technique in your interview process to show that you know how to do a sales call!

As always, this is my personal style and what I do. That doesn’t mean it’s the only way. I’m still learning everyday, but this so far is what my average sales calls/process look like.

Sales Process

1. Prospecting - Finding which doctors to go after. Normally your company will provide you with lead technology so you can learn who your top doctors would be. During this stage I find who I want to spend my time going after

2. Cold Call - This is where you go into an office or go to meet the doctor in the hospital/surgery center. With how the world is with Covid going to the offices and setting up lunches has worked best at least for me

3. Meeting - Finally have a lunch scheduled. You now are able to meet the doctor and show your product off.

4. Close - Close the doctor get a case on the books for your doctor to trial your product

5. Follow up - Follow up on Case you booked or if wasn’t booked about an upcoming case that the doctor could trial your product.

Meeting a Client

For your meeting this is when the sales call comes into play and your showing the doctor your product!

1. Conversation - When you are meeting a doctor for the first time make it a conversation. Not just word vomit about how your product does this and that (they might not care because they don’t know you)

2. Ask Good Open Ended Questions - Ask questions that the Doctor can explain their opinion/ thoughts. It’s too easy for them to say yes and no and shut you out.

3. Discover What is Important to Them - Going back to open ended questions, but find out what they care about. Is it Patient safety? Cost? OR Time? ETC… Once you know what’s important to them you can show how your product helps meet their goals.

4. Handle any Objections - Most Doctors will have hesitations with using a new product so be able to go into detail on these certain subjects.

5. Close - Ask for them to trial your product at their next case. Meet with the Surgery Scheduler and get that case on the books. If there are no cases, find out when there will be some and follow back up. Get the scheduler’s contact info and give them yours.

Again, this isn’t the end all be all way of doing a sales call/process. This has just been my experience and what I’ve had success with.

If you don’t have a job yet you can use these exact same tactics to land a job and show you know how the process works and you will be able to do the exact same thing once you’ve landed the job

Until next time, Work towards your goals and make them a reality.