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What Do People Say ... About RxSales?
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RXSALES PROJECT PARTICIPANTS
Deborah Gaynor
Vice
President, The Forte/Gaynor Group
Merrill Lynch & Co.
Santa Fe, New Mexico |
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When I became part of an RxSales project some years ago, my
production wasn’t where it needed to be. I couldn’t figure out
why because I was working so hard, and I knew what I was doing.
I guess you’d say that I was in enough pain that I was willing
to find out what was wrong and then use that information to
improve myself.
Through my RxSales experience, I learned that I had an enlarged
approval gland. In other words, I had a high need for approval.
Until I saw the results, I didn’t realize how serious the
problem was or where that need for approval came from. Before my
CheckUp®, I thought that if the
prospective client said I had done a good job, nothing else was
necessary to close the sale.
The prospective client would say to me, “Oh, thanks. That was
great. I really appreciate that information.” I thought that was
a buying sign. The buying sign I should have looked for is,
“Where do I sign?”
Going forward, while I was in the Clinic learning program, I
worked hard on this. When prospective clients would tell me that
they appreciated the information, thank you, I knew that I
couldn’t let it deter me from doing what I had to do next.
Before my “treatment,” when I got an Atta Girl, it was enough.
But now it wasn’t. I knew I needed to go farther. I needed to
help them make decisions.
Today I am more focused on helping clients make decisions as
opposed to educating them. My experience paid off in production
and in the confidence that I can close.
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