PUBLISHER’S LETTER
Gear Up for Selling Season On occasion, writing this Publisher’s Letter
is extremely difficult (But probably not as difficult as it is to edit for my managing editor). As most of you know, I’m not a writer; I’m a sales guy. Good thing for me this is a salesdriven magazine read by like-minded people who make their living on listening, selling, and growing relationships. As we head into selling season, respiratory season, and back to school, the following skills will come into play.
Scott Adams
Listening. Over the last 15 months, we’ve all been doing virtual selling, so our listening skills should be off the charts as we return to face-to-face meetings. I saw a tweet from my buddy Brian Sullivan this week, author of “20 Days to the Top” and the Precise Selling method: “Make sure your client is nodding, not nodding off. Remember, this is a dialog, not a monolog.” The more we listen on a sales call, the more information we have to close the sale with. Selling. It’s selling season these next few months. Hopefully, you’re excited and ready to go out and close some new accounts, sell some new equipment, and better each of your customers’ lives. In my 27-plus years of selling, the one thing that has always been true with the great reps – no matter the product – has been their ability to ask the right questions. When I’m with an account, I like to play a
game with myself to see how many questions I can ask versus statements. This is 10 times more important when I’m pitching a new client versus one I have a relationship with. Relationships. You probably think I’m going to talk about how important growing your existing customer relationships are at this point. Well, I firmly believe that is important, but for this best practice I would like to throw out a plug for the manufacturer reps – those that are new, and the ones who have been there for you throughout the pandemic and beyond. Over these next few months, I would challenge you to set up a plan for yourself with your key manufacturer reps. Sit down and map out who they are. Then, map out where they can help you. From there, give them 5-10 accounts to go see on your behalf. Bringing them business opportunities will do wonders for your territory and theirs. Lastly, once a week in Q4 take one of them to lunch or cocktails and tell them how much they mean to you and your business. You will be amazed how they will take care of you down the road when you need something. Let’s all get back to the basics of selling this selling season! Dedicated to the industry, R. Scott Adams
Repertoire is published monthly by Share Moving Media 1735 N. Brown Rd., Suite 140, Lawrenceville, GA 30043 Phone: (800) 536-5312, FAX: (770) 709-5432; e-mail: info@sharemovingmedia.com; www.sharemovingmedia.com
editorial staff editor
Mark Thill
mthill@sharemovingmedia.com
sales executive
Subscriptions
Amy Cochran
www.repertoiremag.com/subscribe or (800) 536-5312 x5259
acochran@sharemovingmedia.com (800) 536.5312 x5279
managing editor
2021 editorial board
ggarrison@sharemovingmedia.com
publisher
Richard Bigham: Atlantic Medical Solutions
editor-in-chief, Dail-eNews
Scott Adams
Eddie Dienes: McKesson Medical-Surgical
acherry@sharemovingmedia.com
sadams@sharemovingmedia.com (800) 536.5312 x5256
Joan Eliasek: McKesson Medical-Surgical
Graham Garrison Alan Cherry art director
bcashman@sharemovingmedia.com
founder
Mark Kline: NDC
circulation
Brian Taylor
Bob Ortiz: Medline
lgantert@sharemovingmedia.com
btaylor@sharemovingmedia.com
Keith Boivin: IMCO Home Care
Laura Gantert
2
Ty Ford: Henry Schein Doug Harper: NDC Homecare
Brent Cashman
August 2021
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