I've been dealing with some health issues the last few years (don't worry, loyal readers, all is well). I've had to have my blood drawn much more often than usual.
Here's the thing:
In my multi-decade existence, I have never had a problem with phlebotomists finding a vein in my arm to do their deed when required...until a couple years ago. There is one phlebotomist at my doc's office who cannot find a vein in my arm. Ever.
Here is how it goes with this particular phlebotomist:
She asks me which arm I prefer, and I say, "Right, please;" She digs around in my forearm with her prodding needle trying to thrust that sharp thing into my vein; Unsuccessful, she begins to sigh and apologize profusely while increasing the intensity of her frown; She continues to excavate deep inside my flesh with that needle, destroying all living tissue in its path; Then she moves to my left forearm (continuing to apologize and shake her head left and right - ominously - while she purses her lips) and repeats the poking, fishing, prodding, and frowning; She finally tells me she needs to retrieve my blood from my hand, where she finally succeeds; Ten minutes later, me and my black-and-blue arms leave the medical office - bandages securely covering all wounds.
But here's the thing: When I happen to get assigned to a different phlebotomist (whether at that doctor's office, or any another medical office - as was the case this morning), I am able to quickly provide my blood sample with almost no discomfort, and then am able to exit quickly to see my next prospect or to prepare for my next presentation.
How can this be? What is the difference between the dastardly phelebotomist and all the others who have gotten to know my veins?
Answer: The evil one doesn't have enough skill to succeed. Skills make all the difference in phlebotomy.
And skills also make all the difference in sales. If you want to sell more, increase your skill level.
How do skills influence sales outcomes? Consider...
...the guarded prospect who walks the boat showroom, but finally opens up to the salesperson because she is very good at dealing with guarded prospects (as compared to the salesperson left with nothing more than the tired line, "If you have any questions, I'm Bob.");
...the insurance agent whose skill gets his friends and family to share referrals and their phone numbers with him (as compared to the agent who is unable to get referrals over and over again);
...the spa salesperson who has learned how to handle bickering couples and help them navigate through the danger zone to become new spa owners (as compared to the sales rep who gets flustered and ends up picking sides and alienates one of the partners);
...the basement finishing salesperson who is able to get past "we're going to need to think about it" and complete the sale in one call (versus the salesperson who sells almost nothing because once he leaves, his competitor comes in behind him and creates a new customer).
Selling is a skill. If you want to make more money, develop your skills. If you want to achieve more, get your selling skills to work for you.
Maybe the wretched phlebotomist would do better in sales.
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Skip Anderson is the Founder of Selling to Consumers Sales Training,
a B2C and retail sales training and management consulting company. Skip
is nuts about helping companies and individuals sell more.
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