1. susansherman45@gmail.com | www.linkedin.com/in/sshermanpharmasales | 714-743-4824
How to open doors through the cultivation of reputation and relationships?
Challenge: The assumption with most
organizations are: the product will sell
itself if the sales rep knows the product.
They will have great sales results. Many
reasons can contribute to an under
performing account, some reasons might
be out of the sales reps control, but every
situation can be managed if the proper
relationship is developed between the rep and the account.
Relationship building takes time and skills. Once it exists you have
that bond between client and rep. You then can identify the issue
and resolve it quickly. Key skills are: trust, reliability, clear
communication, and tenacity.
Generated additional @28K in annual revenue
from one hospital with no previous business by
cultivating relationship
Situation: At one particular hospital that we had no previous
business with, through persistence and professional
communication established a series of meetings with key
stakeholders. In listening to their challenges, discovered one of
their main concerns was loss of revenue due to re-admittance of
discharged patients.
Solution: Developed solution including our products and staff
training that would significantly reduce patient re-admittance
and increase revenue for the Hospital.
susansherman45@gmail.com | www.linkedin.com/in/sshermanpharmasales | 714-743-4824
Relationship Building
Review account
Outline objectives
Introduction appointment
Find commonalities with
stakeholder
Immediate follow-up
w/Stake Holders
Keep communicating via
relevent articles
Follow up, and be
consistent
when the relationship feels
solid, ask for the business
0
16
28 28
Year 0 Year 1 Year 2 Year 3
NEW REVENUE FROM HOSPITAL A
Hospital A Reveune in Thousands
Communication+Integrity=Trust&CultivatingSustainedSalesGrowth