The importance of sales
The article listed below is a very good summary of how our society is influenced by sales:
[Age-old sales lessons]
One excerpt states:
The selling profession is a complicated business, and it is often misunderstood. Trying to make sense out of why people buy from one organization as opposed to another can be mystifying, especially when the products and prices are similar. In the end, however, it's not that complicated. It comes down to trust and relationships. No matter how many so-called experts try to take feelings and perceptions out of the selling equation, they can't.
The basic underlying principle applies to physicians and hospitals as well as every other aspect of our society. The two principles are trust and relationships. I have re-iterated this many and have stated it is the primary reason more physicians are choosing not to partner with the current administration at Floyd.
Maybe the book listed in the article, The Giants of Sales by Tom Sant, should be required reading for the current administration and Board.
[Age-old sales lessons]
One excerpt states:
The selling profession is a complicated business, and it is often misunderstood. Trying to make sense out of why people buy from one organization as opposed to another can be mystifying, especially when the products and prices are similar. In the end, however, it's not that complicated. It comes down to trust and relationships. No matter how many so-called experts try to take feelings and perceptions out of the selling equation, they can't.
The basic underlying principle applies to physicians and hospitals as well as every other aspect of our society. The two principles are trust and relationships. I have re-iterated this many and have stated it is the primary reason more physicians are choosing not to partner with the current administration at Floyd.
Maybe the book listed in the article, The Giants of Sales by Tom Sant, should be required reading for the current administration and Board.
posted by Anonymous at 6:05 AM
5 Comments:
I have learned through a network marketing business that people join your business because they like and trust you. Not because of your company or compensation plan.
I highly recommend How to Win Friends and Influence people by Dale Carnegie. It is a must read for any business leader or sales person. How to Win Friends and Influence People is a trusted source for information about relationships, communication, and building personal charisma. This book would be a great resource for the hospital administration and the board.
I have been is sales since 1982. In that time, I have been trained, seminared and preached to by management ad infinitum about the "truths" of selling - all of which are valid but none of which are all-encompassing. It is always interesting that those espousing this profound knowledge used to be in sales, but usually got out of it asap. Sales managers are quick to point out a particular customer who chose their product even though the price was higher and then trumpet that "price doesn't matter". In that case it may not have, but for every one of those, 9 other potential customers did go to a lower price. Trust and relationships certainly do matter, but WalMart has the highest sales of any company in the world. I shop there frequently, but not because I trust them, nor do I have a relationship with them.
Anonymous 10:51
You do trust and like Wal-Mart or you wouldn't shop there. It is a different trust and like than a personal relationship because of the size of the company. You trust that you are going to get a good product for your money. You also know that if that product had a defect you can return it. You should also depend on good customer service. You can depend on this becasue of the personal relationships within the company. If you were dissatisfied with your Wal-Mart experience you would not go back.
I am new to sales, but not to management. Before my son was born I managed a Veterinary clinic full time. Now I work one day a week with management responsibilities and part time with my network marketing business. I had full trust from my boss to run his business, not because I am an extraordinary person, but because he likes and trusts me. From my experience, it is the same with sales. I respect that you have been in sales for many years and would appreciate advice. Have you read any books from John Maxwell, Jim Rohn, or Michael Clouse? They are awesome.
Medrep,
You can compare Wal-Mart and hospitals. The relationships that matter in those organizations are the ones within the organization. The CEO, administration, and Board need to have a good relationship with employees, physicians, etc because that is key in making any business grow. If you are not happy with your job, you are not going to represent your company well and you are not going to recommend you friends and family to that business.
If you are a leader of any business, you would be foolish to think relationships aren't important.
HB, I would think that the most important aspect of healthcare would be the trust and relationship of the patient and their Doctor. When a person is ill that is the person that they will ultimately put their trust in, not whether the hospital is under the control of poor management or a Board Room that is merely their for their own personal gain. You are hurting your own image, by continueing to voice your concerns on a Blog. If you feel that you have legitimate facts that FMH is as you say, you should make a formal complaint and take the matter to the powers that be and get it out in the open. There is venues that you can do this. You are only hurting your own image and persona. The hospital would not have any patients, if Doctors were not the Salesmen. Therefore, they are the ones that have to build trust and respect, not the Administration or Board of any Hospital. Your intent might have merit but you are not helping your image. It is a much more interesting read when you post articles concerning healthcare.
I appreciate the concern from anonymous about my image.
You are also correct in the docto-patient relationship. What we do recommend as far as facilities, is in greater than 90% of cases followed by the patients.
That is why it is imperative for physicians to continue voicing concern when our primary hospital is making terrible mistakes that will harm its future survival.
Once these other facilities come to town and there are more choices, physicians will be directing patients elsewhere.
My goal has always been the long term survival of Floyd and I beleive, as well as many others, that this current CEO has damaged relationships beyond repair and the longer he stays, the further declines we'll see in the financials.
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