No Account is Out of Reach

When I first started selling medical equipment, there was one account that I really wanted. However, I was told, "Don't bother. They will NEVER buy from us."

When I inquired about why, I was told:
• They had a bad experience with a prior sales rep
• They have an iron-clad contract with current vendor
• Their internal process makes it almost impossible for new vendors to get their foot in the door

The thing was, I didn't have any business ANYWHERE so I didn't have the luxury of listening to this advice. I called them anyway.

Sure, I prioritized my low-hanging fruit, those accounts that were more open to us, but I didn't give up on this whale of an account. I kept calling. I kept getting creative, month after month. And you know what? I did finally get an appointment. Then I found out there were cracks with the current vendor. Then I got permission to bring in my equipment. Then I got a trial. Then I got the contract.

And I've coached countless reps through this process since then.

Don't listen when they say an account is impossible. It might take time, but if you can crack even a few, it'll be SO worth it.

What has your experience been like? Let me know in the LinkedIn comments!

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