From the sales that coax consumers to fill their carts to the hostage negotiation tactics that save lives, the psychology of persuasion dominates our world. Though most medical device sales reps are familiar with at least a handful of these behavioral triggers, surprisingly few know how to weave them into their sales approach. This week, we’re picking up where we left off in Robert Cialdini’s best-seller, “Influence: The Psychology of Persuasion,” to show how reps can more effectively wield the final three “weapons” of influence: liking, authority, and scarcity. Join us as we bring pages of wisdom to life in everyday medical device sales scenarios and discuss how reps can better position themselves in sales conversations.
In this episode, you’ll learn:
– How to challenge the status quo and still be likable
– Why you should be aware of key differences in your physician partners’ personalities
– Why pointing out all the patients who shouldn’t use your therapy is a smart play
– How to better implement—and gatekeep—your team’s resources and expertise
Plus, we touch on the famous scientific studies that demonstrated the power of these principles.