Are you currently in sales, or involved in a business that depends on strong sales results? What about the extremely competitive world of medical device sales? What are some of the top challenges your customers face and how do you approach understanding what’s most important to them? Join Steve Goldstein, Sales Success Coach, Motivational Speaker and Medical Device Sales Leader from Gold Selling LLC., to discover critical strategies and approaches you can take to engage your customers, achieve greater sales success, and become both an indispensable resource and a trusted partner. By the end of this webinar, you will feel galvanized after learning: • How health care workers are most challenged and where they need the most help • Best practices for engaging your customers and making yourself stand out • Simple strategies to become more memorable to your customer, thus maximizing your sales success Who is Steve Goldstein and what are his credentials? • Former VP, Sales for $15 Billion Medical Supply Company • Coached over 2000 sales reps worldwide • Toastmasters Champion • Dale Carnegie Sales Coach/Human Relations Award Winner • National Speakers Association Academy Graduate

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What was your childhood dream job?

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Your Current Job…
Something You Love? (Passion)
Something You Excel At? (Skill)
Something that helps others (Value)
Why was it your dream?
What did you love about it?

7. Who are the End users of the Med Devices You sell?
How has their world changed?
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8. Common Healthcare Challenges
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• Overworked and exhausted Staff
• Shortage of key clinical roles: Nursing, Respiratory Therapists
• Backorders due to Supply Chain challenges
• Financial Challenges
• Patient Safety and Quality Suffering

9. The Sales Pitch: What approach do you take? How are
YOU adapting???? Customer Centric! We heard it but
what is your approach?
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10. We are Talking Too Much!
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Let’s Stop Pitching & Just Keep it Simple!

11. What my Customers are Saying….
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“I’VE NEVER BEEN THIS EXHAUSTED IN MY LIFE”
“WE HAVE AN AWFUL SHORTAGE-WE ARE BEGGING PEOPLE”
“WE ARE SEEING A LOT OF PEOPLE DIE-MORE THAN EVER”
Nurse-to-patient Ratio
Ideal: 1 Nurse….6 patients
Now: 1 Nurse….10-15 patients
RT-to-patient Ratio
Ideal: 1 RT….6-10 Vents
Now: 1 RT….25-30 Vents

12. “Be Ready with 2 Great Open-Ended
Questions 2 Get Your Customer Emotional!”
Definition: Questions that require more than one word answers.
Opposite of a closed-ended question (Ex: Yes or No)
Examples of Open-ended questions:
Source: yourdictionary.com
“HOW DOES THIS MAKE YOU FEEL?”
“WHAT IS THE IMPACT ON YOUR BUSINESS?”
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“Boss Example”

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Getting your Customer Emotional?
Robert Plutchik's 8 Core Emotions & Wheel of Emotions Theory
JOY
TRUST
ANTICIPATION
SURPRISE
SADNESS
FEAR
ANGER
DISGUST

14. Why would the customer
even consider BUYING
FROM YOU?
There has to be a REASON
& they have to get
EMOTIONAL about it!
Ex:
• Upset about Pricing
• Disappointing Service
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“STAND OUT ON LINKEDIN AS A
VALUABLE RESOURCE”
“The world’s largest professional network on the internet”
Source: https://www.linkedin.com/help/linkedin/answer/111663/what-is-linkedin-and-how-can-i-use-it-?lang=en

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How do YOU use LinkedIn? How are YOU Standing Out?
• How do you use it? (Connecting to build your network)
• What is your messaging when you try to connect?
• What are you posting/How often are you posting?
• What is the goal of your post?
• What content/value are you bringing to your target audience/champions?
• What Interests do they have and how are you relating to them?
(Influencers, Companies, Groups, Schools)
Real Life Example: (Selling Anesthesia & Respiratory Devices)
• Children’s Hospital Decision-maker not responding to communications
• Took sincere interest in her initiatives, interests, posts
• Shared content and thought-provoking comments (Groups)
• Earned appt. to learn how I can bring value and Business Review

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Life Lessons: Why are you on this Webinar?

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Poll Question #1
1)Which of the following do you find to be the most frightening?
A.Spiders
B.Airplane Turbulence
C.Selling
D.Scary Movies

19. a reason or argument offered in disagreeme
nt, opposition, refusal, or disapproval.
Source: dictionary.com
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“COMBAT YOUR OBJECTIONS…
IN ADVANCE”

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22. COMBAT OBJECTIONS IN ADVANCE
TO HELP YOUR CUSTOMERS FEEL MORE…
RECEPTIVE & COMFORTABLE!
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Why is your Glove White? I Like Green!
Your Glove is irritating my Hands!
Your Glove does not fit my Hands!
CHALLENGE: Write down the TOP 3 OBJECTIONS You May Hear…
How would you Combat them in Advance?

24. WELCOME TO OUR HOME…
We hope OUR HOME may become YOUR HOME!
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WHO IS YOUR CUSTOMER? WHERE ARE THEY FROM?

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A DIFFERENT COUNTRY!

27. WHAT IS A CHAMELEON?
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WHY DO I CHANGE COLORS?

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Poll Question #2
2) What are the primary elements of personal communication by %?
(Source: Albert Mehrabian’s Rule of Personal Communication)
A. Spoken Words (55%) Voice/Tone (38%), Body Language (7%)
B. Spoken Words (38%) Voice/Tone (7%), Body Language (55%)
C. Spoken Words (7%) Voice/Tone (38%), Body Language (55%)
D. Spoken Words (7%) Voice/Tone (55%), Body Language (38%)

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Dr. Albert Mehrabian’s 7-38-55% Rule

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“BE ADAPTABLE TO
CONNECT WITH YOUR AUDIENCE!”
LISTEN AND READ BODY LANGUAGE!
!d

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What about Body Language and EQ?

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Q & A
By Steve Goldstein
goldsellingsuccess@gmail.com
https://www.linkedin.com/in/stevergoldstein/
847-840-8012