America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Sales Calls: Use a Simple But Effective Opener
When your sales reps launch into a call with a new or established client, do they follow clear guidelines? Or do they simply break the ice, using their natural instincts and personal experience to determine the approaches that work best for them? There are no wrong answers to this question. However, some managers like to train and hover, and some managers prefer to hire natural talent and then sit back to offer a helping hand only when necessary. But in either case, the opening lines your employees use can make or break the success of the relationship. So if you aren’t offering guidance on this point, you may be missing an opportunity. Keep things simple – encourage your sales reps to listen first, talk later. 

How is Business? 

This simple statement can pave the way to a productive, mutually beneficial call. Even if the call doesn’t lead directly to a close, this question lays the groundwork for positive future interactions. Encourage your reps to plant the seed and then follow up.

Actually Listen to the Answer

Never rush the opening preamble to a sales call. Polite, ritualistic non-questions are integral to social interaction in our culture, from “How are you?” to “What have you been up to?” These are rhetorical questions that don’t require meaningful answers. But if they’re asked sincerely, and the answers are respected and received with genuine interest, these questions can build lasting bridges. When you inquire about a client’s business success or the current state of their workday, ask honestly, pause for a beat, and when the answer begins, don’t interrupt. 

Take Notes

Short of remembering names (which works like a shot of Vitamin B for relationship-building), the most effective way to earn trust and respect comes from remembering the details of previous conversations. So when your clients describe the state of their business affairs, don’t just listen but take notes! Work these details into future conversations, and better yet, think about the moves you can make and the resources your company can offer that might resonate with these details to help your client move their own company forward.
 
Set the Tone

Launching a conversation with a sincere, open-ended question serves another goal as well – it gives the client a feeling of control over the conversation. This is the client’s time, not yours. This is their stage, not yours. You’re here to listen to their issues and meet their needs, not vice versa. Begin the conversation on the right note, and both parties will benefit.
 
For more simple, subtle tips that can help your sales reps find and maintain their footing during calls and meetings, reach out to the medical sales staffing experts at Buckman, Enochs, Coss and Associates.