Selling is a thinking person’s game—that’s why I enjoy it so much. We never know what to expect when we meet with a customer. We don’t know if they’re having a bad day, or struggling with a problem, or rejoicing about some good news. In brief, we don’t know how receptive they’ll be to hearing what we have to say. But we can increase the likelihood they will listen attentively when we take the time to plan what to say and how to say it.
Well, another Leap Year Day has come and gone. Leap Year is really a funny concept. It suggests that time is imperfect—that’s why we need to modify a calendar year to keep it accurate. Time truly is the great equalizer. Whether we are rich or poor, old or young, male or female, we have only 24 hours in a day. This finiteness of time means there are a limited number of sales interactions that we can have on any given day. These limitations are also felt by our customers, as changes on reimbursement cause them to see more patients with less time devoted to each one. That’s why the need to be incredibly prepared for those calls is so important.