Why the Sales Person is a Great Resource
More years ago than I like to remember, I joined a major US Corporation as a sales representative. We provided an innovative and technologically complex product which completely revolutionized the market place.
At the time, convinced they had "state of the art", businesses saw no reason to investigate a new technology. It was always a challenge to get that first appointment or agreement to a attend a demonstration.
What a different attitude they had when I was able to expose them to our product and they realized immediately that by using this new technology, they were going simplify their operations and best of all, make a lot more money.
Why am I telling you this on a health care centered blog? It is because a company may have exactly what the people need, but if the people do not know about it, they will not even consider it, let alone use it.
When something is either complex or unique, it is diffiicult to communicate through advertising alone. Professional sales people can do what mass media campaigns cannot. They can answer specific questions and assist consumers at their own pace.
Insurance can be a complex subject. Health Care Insurance in particular can be a difficult area for most consumers to understand. With all the nuances of the various products out there, coupled with the maze of ever changing government mandates, how is the average person able to make an informed decision?
Knowledge is power and a professional sales representative can give you access to the knowledge. A sales person is both an educator and an evangelist benefitting both the company and the consumer. This is why many companies still choose to use a direct sales force. This is why many consumers still choose to buy from sales people over automated systems.
At the time, convinced they had "state of the art", businesses saw no reason to investigate a new technology. It was always a challenge to get that first appointment or agreement to a attend a demonstration.
What a different attitude they had when I was able to expose them to our product and they realized immediately that by using this new technology, they were going simplify their operations and best of all, make a lot more money.
Why am I telling you this on a health care centered blog? It is because a company may have exactly what the people need, but if the people do not know about it, they will not even consider it, let alone use it.
When something is either complex or unique, it is diffiicult to communicate through advertising alone. Professional sales people can do what mass media campaigns cannot. They can answer specific questions and assist consumers at their own pace.
Insurance can be a complex subject. Health Care Insurance in particular can be a difficult area for most consumers to understand. With all the nuances of the various products out there, coupled with the maze of ever changing government mandates, how is the average person able to make an informed decision?
Knowledge is power and a professional sales representative can give you access to the knowledge. A sales person is both an educator and an evangelist benefitting both the company and the consumer. This is why many companies still choose to use a direct sales force. This is why many consumers still choose to buy from sales people over automated systems.
Posted by The Health Underwriter at 9/21/2011 10:43 AM 
Categories: Better Living
Tags: Health Care Sales direct marketing
Categories: Better Living
Tags: Health Care Sales direct marketing
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