Do Not Confuse Activity With Results

I'm paraphrasing the title from John Wooden, but it is so true what he said, "never mistake activity for achievement".  I wrote results because I couldn't remember the phrase exactly but I live by that quote because I saw it first hand in my own work, and that of my peers.  No matter how hard you work in sales, it doesn't mean anything if you don't make sales.  It is a numbers based business and no one pays you for your hard work; they pay you for your results.

A company I was advising, was obsessed with activity. They had everyone logging onto saleforce or salefunk, whatever you want to call it.  I prefer the later.  People were logging in so that the managers could "monitor" their activity. My first question was "why?"  Why monitor activity when you aren't getting results?  Reps can have a flurry of activity but if they are 60% to goal then what is the point in harassing them about their activity? They're showing the activity you idiots, they're just not producing any sales! Find a solution to them making a sale and don't focus on what they enter into a stupid database.  I abhor this kind of micro managing because it doesn't focus on the problem.  In fact, instead of a bunch of sales people you now have a team of data entry people who are too busy logging in calls to have time to make a sale.  Identify the problem, which is "why are my reps not selling", and resolve it.  Please don't just throw a bunch of calls at a board and hope some sales come out of it.  That's not managing, that's gambling...with their career and yours.

My first stint as a sales manager, I had a new rep, Chris, who "was born to sell", as one manager put it.  He had come from selling yellow page advertising, which is a difficult sale to make.  And next to impossible to make nowadays, when you consider that no one under 50 uses the yellow pages.  But this guy had great character, he could build good rapport, and people liked him.  I did several "ride alongs" with him, and each time we would stop at this hot dog stand for lunch, this one car dealership, and this large grocery store chain.  Every time we would go in and socialize with the decision maker but a sale never came out of those visits. After the third ride along we had a chat.

"Chris. Every time I ride with you, we do bunch of cold calling on accounts, you have 2 new appointments, and we always call back on the hot dog place, the BMW dealer, and the grocery store. Why do you keep going back?  And more importantly why do you keep spending money at some of those places? "

"I go back because they're people I signed up at the yellow pages and I know there going to sign...eventually.  And I spend money so they know I'm not just there to make a sale."

"So what are you their friend?  They know why your there Chris.  You're a salesman!  What are you doing at the hot dog stand besides keeping them open and gaining weight?  It's a small account."

"Heh why can't I be their friend too.  You said the best business relationships are personal."

"Well that's true, but you don't even have a business relationship with them.  So far you're the customer and not them.  They're selling to you.  You need to switch that around or stop going there. You're gonna get fat eating all those chili dogs.  Not to mention I have to ride with you the rest of the day, Mr. Gassy."

" Yeah sorry.  Those hot dogs do give me gas.  But I just KNOW they're going to buy.  They did before, it's just a matter of time before they cave in."

"Do you go to those three places every week?"

"Yeah sometimes twice a week.  Why?"

"Stop going there before you own a BMW, are overweight, and your house is filled with groceries."

"I like those accounts. They're good people."

"First of all they aren't accounts, and secondly you're the one buying from them.  You're confusing activity with results.  How many call backs do you do per week?"

"About 20 per week.  I think, maybe more some weeks."

"Any sales yet?"

"Not yet.  But they'll come around. I'm sure of it."

"They haven't yet, and we get paid on new business only.  So what do you think you should do?"

" Not call back so much?"

" Bingo.  I'm not saying give up but I am saying focus your activity where you're going to make a sale.  Some of those accounts might flip, but some might be a dead end.   Pick the most promising ones, drop the rest, and move on."

"How many call backs a week should I do then?"

"5 at the most.  Maybe you alternate them on different weeks, but don't keep going back to the same places expecting them to sign.  If they haven't signed with us by now, they're probably not going to."

"You got it.  I'll try it. I better do something before I get fired...right? "

He was looking for me to pat him on the back and say something to console him, but I just said, "Chris, I'm sorry to say WE get paid for results.  Not because we're good guys."

I think that shook him up a little bit, but he started focusing on other accounts and he started making sales. So many sales, that he became a member of the President's Club.   All it took was a little "tweak" to his activity and pointing him the right direction and he was off and running.   Previously he was working, and working hard, but not working smart.  I would rather work smart and make sales then work hard and be out of a job.  Remember sales reps and managers are paid for results, not for our activity.

Have a great day selling!

-M

You Are The Problem And The Solution

I have read many sales books.  And by "many",  I mean like over 20 sales books alone, not to mention books on motivation, behaviors, body language, and leadership.  I like to read, and I am fascinated by books on self motivation.  There are hundreds of them.  Why?  Because people want to get their act together, but they can't do it themselves.  Why?  Because they feel they don't know how? Well.... I say bullshit!  They know how but what they truly want is a quick fix. They want someone to do it for them.  People don't want to take responsibility even for their own lives!  How screwed up is that?

Why do you think there are so many weight loss treatments, diets, systems, and books on weight loss sold in the United States?  There are more weight loss centers like Jenny Craig, Curves, Nutri System,and Weight Watchers,  and more spent on weight loss in the U.S. then any other country in the world - $61 Billion in 2010. Why?  Well first because Americans are fat, and second because we have now become extremely lazy.  We need someone to lose our weight for us.  People don't want to commit to exercising daily, and Physical Education or "gym" has been eliminated from most public schools curriculums because parents don't want to over exert their kids.  WE ARE SOFT!

And so it goes with our jobs.  We want to learn to deal with other people, but we don't want to work at it.  We believe that someone other than ourselves,  must have an answer to our problems so we look for them in books, in newsletters, in blogs.  I am here to tell you that having read a lot of books on sales, on motivation, and on life,  they all say one thing:

"YOU.  Are sometimes the cause, but mainly the solution to all of your problems."

So don't read a book looking for a solution, and don't waste any more money on those stupid self help guides.  Those people are hypocrites!  They tell you one thing and then do another. And they say they're helping you and that might be the case, but all they really want is for you to buy their book, cd, dvd, or the whole package. It's all a scam.  They tell you the same think that is composed in that one sentence I just wrote .  "You can be both the cause and the solution to all your problems." Own it, don't buy a book or a program that tells you that.  You know it.

     A perfect example is Anthony Robbins who preached about his loving relationship with his wife of 14 years and his confidant Becky.  He advised people on how to keep their marriage fresh and new.  And then what did he do?  He traded in his old wife for his new girlfriend Sage. Yes that's right her name is Sage and surprisingly she's much younger than Becky.  Are we supposed to buy into the whole Personal Power crap when the person preaching it doesn't even abide his own philosophy? Incidentally, what he says is actually good, but he shouldn't say it if he doesn't  mean it.  And realistically all he discusses in his tapes, dvds, and books is that YOU ARE THE SOLUTION.  It's nothing new, just worded differently.

    So if you want to listen to books or get some advice on how to organize your life, those books can be very helpful.  But you know deep inside that you are the one who can effectively improve your life, your sales, your environment.  All the rest is bullshit.

Get out there, make a difference, and be a solution to your problems.

-M

Sales Tips From Qyoda

"What happens when an irresistible force, meaning you, meets an immovable object, or a stubborn decision maker?  No Sale.  Move on to the next star system. "

What Do You Do When Your Boss Is An Ass?

Unfortunately many of you out there in the working world have to deal with individuals who are not equipped mentally or emotionally, to be leading people.  The film "Horrible Bosses" is an extreme example of this problem, and has a happy ending ,whereas most instances the employee is the one who ends up suffering and not the boss.  Well my problem has and always will be, my reluctance to keep quiet if I feel my manager(s) act inappropriately.  I have and always will have a sense of justice when it comes to taking down a boss who I think is either abusing his/her privileges, or is just plain stupid.  Personally, I have left two companies in the wake of a terrible manager, but even though I quit, I made sure that they were fired in the process.  Here's how you deal with a boss who is an ASS:

1. Document, Document, Document -  As a manager we were always advised to document each "incident" with an employee, so I always did the same as an employee. When I had an issue with a manager I would be sure to write down the time, date, and the purported infraction, so that I could prepare a case against that person IF NECESSARY. It's so easy to spot lousy managers that you'll know right off if you need to start keeping track of their indiscretions.  One or two off color remarks is not going to do the trick.  You need a solid pattern of behavior, and witnesses to what transpired.  And save reports, emails, or anything that will help your case. Otherwise all your documentation becomes a "she said versus he said" situation, which accomplishes nothing.

2. Network With Other Employees - If a manager is bad, chances are there are a lot of other employees talking shit about that person.  Why?  Because they're a jerk, and when employees are abused they need to talk about it.  I can remember one general manager who I started working for introduced himself and then he would just hold your hand while shaking it and stare at you in a creepy way.  He explained that he like to make employees feel uncomfortable. Wow that's a great management philosophy!  I talked to a lot of other managers/supervisors about this guy during his tenure in charge and come to find out, he was an asshole to everyone.  Eventually he ended up getting fired, but I had a whole slew of incidents documenting his weird behavior, including sleeping with a female employee and getting caught snorting cocaine off of her breasts in the bathroom.  I wonder why he got fired?

3. Keep Your Enemies Close - It is very important for you to stay close to these buttheads just to make sure you can get enough documentation on them in order to get them fired.  Besides, most of the bad bosses are the type who try to fire you without grounds for termination so it's best to get on their good side.  I'm not saying be friendly, but I am saying don't make any enemies, and don't make waves until it's necessary.  I don't know how many times I gritted my teeth until I could find enough on someone to have them terminated.  You have to be patient, and no matter how disgruntled you get, don't move too quickly or you might be the one who is fired.

4. Let Them Hang Themselves - This is an old saying that managers always say about their employees. "Ah give them enough rope and they'll hang themselves".  Well the same adage applies to managers.  Generally speaking if they're a bad manager, then they will feel comfortable enough around you and other employees to do something stupid and get fired.  If they like you enough, they'll do it right in front of you, because they assume you will protect them.  Don't!  Document the offense and keep it to yourself until it's time to tell corporate or someone else just how bad this person is as a manager.

5. Avoid Reporting To Local HR - I once worked for a company where the HR person was in collusion with the general manager and I made the mistake of reporting a racial slur I heard in a meeting.   The HR person immediately reported it to the offending senior manager, and they were quickly taking steps to have my ass fired or transferred, and I was their best manager.  Fortunately the VP got involved and asked "Why are you harassing our best manager in the region?"  I learned after that to avoid reporting to local HR but instead to build up a case for presentation to either corporate HR or the CEO.

6. Prepare Your Resume - If you are stuck in a situation with a bad boss, don't stand for it , but also be prepared to move on to a new company.  Years ago "job hopping" was frowned upon, but now people regularly change jobs.  It's not worth it to stay in a bad situation if you're not being treated properly.  Why should you allow some creep to ruin your life when you can most certainly ruin theirs as well?  I learned a long time ago that if someone messes with me or my livelihood that karma is going to get them fired. Well, karma and a few well documented incidents of abuse or harassment that are reported to corporate.

7. Be Honest and Objective  - Do not start making shit up because you don't like your boss.  That's just wrong and makes you WORSE than them.  At least they are assholes and they know it, but you making up stories to destroy their career makes you an even bigger jerk and a liar.  Be honest with yourself.  If you did screw up and they got on you, and it was legitimate, then take it as constructive criticism.  You can't get people fired because you suck at your job and they let you know just how badly you suck.  It's not right, and it's petty.  However, it they hassle and harass you and you're doing your job well, then by all means it's open season on that manager.  Be honest and be objective, meaning don't let personal feelings cloud your perception of the situation.  (And don't try to plant cocaine on a fellow employee's chest in hopes that the manager will come by and take a snort)

8. Be Anonymous - Recently federal law has mandated that "whistle blowers" can't be fired for reporting indiscretions by senior management.  Big deal!  That's going to save your job but not your career.  I would not make this a public incident, but rather send an Anonymous certified letter or letters to corporate HR or the CEO and report the manager.  If you have built up a sufficient case, then they will do the rest of the investigating into the manager.  There is no sense in you sticking your neck out and ending your career with that company.  Nowadays, these incidents are so frequent that they'll already have experience in how to handle the situation and they won't risk a lawsuit.  Rather, they'll do their own research and determine, "Oh yeah this person is an asshole and we better fire them before they become too much of a liability".

    I can tell you that these methods are successful in removing a bad person from a position of power.  I wish I could train the "asshole gene" out of these people, but unfortunately I can't, they are just to stubborn.  The traits which might have made them a great sales rep, or service rep, do not always translate to effectively managing people.  So don't feel bad if you get them fired.  You're doing them a service because it's not something they are good at, and you're doing your fellow employees a service, because it's unfair for them to have to suffer any longer under a terrible boss.    You do have options, and one of them is to stay on board, work at getting your boss out of their position, and make your own life a helluva lot easier.

 Good luck and good selling!

-M

Suckcessories From Qyoda:Believe & Succeed

" Courage is a quality rightly esteemed by managers, who would enCourage you to tell them when other employees are talking shit about them. Or when they believe an employee doesn't like them "

Why Are People Afraid Of Sales Reps?

Someone reminded me the other day, that these posts should be more about helping reps sell, than about telling my own personal stories.  Granted, some of the stories are interesting but for the most part, it can't all be about ME, ME, ME!  I do put tidbits in there about sales for people to mentally "snack" on, but for the most part it's really about relating what we all go through while out in the field.  If you want to correspond with the Darkside just send me an Inmail, and you may... or may not get a response.

After being out in the field for years, I realized that when I would visit a doctor's office I'd never been to before, the staff was always wary of me.  Even if I was familiar with the doctor and I'd tell them he contacted me, I still receive the same conspicuous glare of hatred when I approached the front counter.  Which was usually followed by, "I'm very busy today, how can I help you?"  And ideally my response might be, "Why don't you start by wiping that sour puss off your face.  I don't give a damn if you're busy I'm here for a reason."  However, I usually take the wimpy route and ask to see the doctor, and politely wait my turn.  I'm such a pussy some times.

I thought long and hard as to why people react negatively to even the mere presence of a rep in the office. I had an unsettling experience one morning with an office manager, which all worked out well after some face time and some explaining.  Yet as I was getting ready to leave that particular office, I asked manager why she had been so curt with me before she knew the doctor had wanted to see me.

Her answer: "I didn't know who you were."

It was that simple.  People are afraid of the unknown.  They fear things they can't explain, or can't control, and that's how they perceive sales reps.  They see us as an unknown entity, and in some cases, a very pushy and annoying unknown entity.  In fact, I myself react negatively to sales reps when they approach me in a car dealership.  Honestly, as they approach me in the show room, I'm thinking, "Here comes a major loser trying to sell me a car I don't want."  Why?  Because I don't have control over what's going to happen, and this person represents the unknown factor.  This is why I only deal with the fleet manager at the dealership, because he is someone I have known for years and I feel confident he will give me a great deal...which he usually does.

In no particular order of importance, here is a list of why people are afraid of sales reps and the common misconceptions they make about us:

• Sales reps are magical - Didn't you know that we came from Harry Potter's famous Hogwarts School and we are capable of magically changing a person's mind without them having any control over themselves?  We are like Merlin The Magician and pretty soon a prospect with fall under our spell.  People really believe that we weave such magical spells that they can no longer use their own brain to make a decision. This scares them into avoiding reps altogether. If I was that magical, I would be able to convince my niece to eat all her vegetables, which I can't.  We aren't magical but if we focus, we can be mythical.  Yet either way, I don't think my niece will ever eat all her vegetables.    
• Sales reps are annoying - I say this all the time to people because there are many reps out in the field who are pushy, over bearing, and really, really annoying.  Personally I don't necessarily try to be annoying, but just by being in front of a person, pushing product, that in itself is invasive and people hate it.  In fact I hate it.  I had a sales rep, who I'd worked with previous, just waltz in while I was doing a product demonstration and start to take over the luncheon meeting.  He represented a different product, which didn't compete with mine, but I finally had to ask him to "step outside" so I could speak with him. I just said, "Dude, what the hell are you doing?  I paid for the lunch and I scheduled this meeting.  Come back when I'm done. I don't crash your in services." He apologized, but it was still incredibly annoying. 
• Sales reps are swindlers - Because of movies like "Used Cars" with Kurt Russell, "Tin Men",and also movies as recently as "Love and Other Drugs" with Jake Gyllenhaal, (which is nothing like the book by Jamie Reidy). Sales reps have a reputation for being swindlers and philanderers.  People think that  reps are more interested in making money than taking care of patients, customers, or anyone else.  This is not entirely true.  Like everyone we want to make money, but a good rep is more interested in fostering relationships than "stealing" from a customer. However if people don't know you, be prepared to climb over a lot of "walls" to get a sale. 
• Sales reps are two faced - People perceive that we're telling them one thing, and then talking shit behind their backs.  We couldn't make a sale if this were true.  Customers find this stuff out eventually, but I do hear other things from customers that bother me.  For example,  I hear this daily.  "You only care about whether I order or not.  You wouldn't even talk to me if I wasn't ordering from you."  My answer.  "You are absolutely 100% right ! I do care about your orders, but I would speak to you no matter whether you ordered from me or you didn't."  That's the TRUTH! We need to tell our customers the truth.  I have 5 accounts now which I go to on a regular basis not because they order: THEY DON'T.  But I tell them the same thing every week, "You're not my customer...yet.  But you will be.", and I believe every word of what I'm saying.  Its just a matter of time.  Be transparent, and not two faced, otherwise customers can sniff out "fakies" right away, and I don't mean breasts. 
• Sales reps are all the same  - I've met and trained a lot of sales reps and we are definitely not the same.  A lot of people out there are freaks.  In fact, some reps will do some crazy stuff to make a sale, and so people perceive us as all the same. I had one guy who wouldn't leave a job interview until they hired him...he ended up getting escorted off the company premises and then arrested for trespassing.   We are perceived as overly aggressive, rude, too pushy, and not very polite.  We should go out of our way to be the exact opposite of this stereotype, but unfortunately many reps out there have egos that won't let them drop the "act".  Get over yourself!  Suck it up, be humble, remain subtly aggressive, and best of all BE VISIBLE.  If you're in front of a customer or prospect enough times they're bound to listen to you and eventually buy something from you.  If you don't try to break out of the "mold" then you're gonna end up like day old bread: thrown out. 

If your cold calling, seeing a prospect for the first time, or making an initial contact with a customer, you must counteract these common misconceptions about yourself.  Here's a few tips:

1. Smile for god's sake-I interviewed a sales rep one time who was so intense he wouldn't smile.  Not a good social trait when you're trying to win people over.  People react more pleasantly when you smile at them and are more receptive.
2. Make fun of yourself- Yesterday, I had to visit a doctor's office and I just played stupid. "Oh this is an oncology clinic, I thought it was a gynecology clinic.  I'm so dumb".  Guess what it worked, and I got an appointment with the Medical Director.
3. Be different...in a good way-Okay try not to be an ass.  By different I mean, drop a thank you card before you even introduce yourself.  One that says thank you for not throwing me out of the office.  
4. Be honest - No one likes to be lied to, and telling a customer you can do something or get something and you can't is a big mistake.  Don't over commit, be like George Clooney...when he was still single.
5. Be polite - From the counter people, to the janitor, to the decision maker, always be polite. The other day I had a receptionist get snippy with me and so I was curt with her.  Well she told the doctor and he gave me a hard time about being nicer to his staff.  So even though I wasn't a jerk, she took offense.  Of course she was being a bitch, but that's another story.

Good luck out there, be prepared, and have good day selling!

-M

Don't Drink The Kool-Aid

Yesterday I received an email from someone complaining about their manager who "had just drank the company Kool-Aid", and was harassing her even though she was well above her quota. Apparently he needed to reach a certain number in December even though in November his team had set a company sales record for his region.  I asked her how that made her feel.

Her response:  "Unappreciated. It's as if the company doesn't give a damn about anything but the numbers and this new manager is a kid straight off the assembly line who cares only about getting promoted.  I feel like even though I've been here 5 years they don't care about me at all. What do you think I should do?"

My response: "Unfortunately you're right, they don't care about you.  Sales has and always will be about numbers and we know this sad fact.  Yet it would be nice if they at least acknowledged your efforts.  I feel your pain but realistically, things will not change.  The sooner you accept it and move on, the better off you'll be.  Don't expect a pat on the back every week, just post numbers stay ahead of quota, earn commissions and be happy that you too haven't drank the Kool-Aid.  You're still employed, making a decent living and you must be a helluva a rep if you've exceeded quota for 5 straight years, especially in this economy.  The kid will soon learn that drinking the Kool-Aid isn't always a good thing and down the rode he'll wake up.  Keep at it and good luck, you'll be around a lot longer than he will."

The reality is that corporations, even though they are legally registered as a "person",  don't need to act with any type of moral integrity.  They don't have to care about you or me or anyone except their stockholders. They are fiscally responsible and not morally responsible.   As a result people get laid off, fired, or even worse they go crazy and come in and shoot up the headquarters.  So if you're looking for your company to hold your hand when you go out on a call, or console you when a deal falls through, you are expecting way too much.  Keep your head down, stay focused on your customers, and you'll be much better off.  Oh...and don't drink the Kool-Aid, it can be lethal to your career. (If you're not familiar with the Kool Aid reference, search Jonestown)

-M

Doctor/Customer Profiles: Doctor Dickhead

How appropriate that I am making this post today, because I just left the office of a Doctor Dickhead a few minutes ago.  He had his head nurse call me with an urgent message, so I happen to be in the area and stopped by the office to see what was so urgent.  I asked to speak to either him or the nurse, and here was the conversation with the counter person, Robert:

"Yeah the doctor is busy right now.  So maybe you should just leave your card.", he said acting slightly put off.

" Robert, he had Shelly call me and she said that they needed to speak to me today, so I'm here.  They called me, I'm not coming in unannounced.  They're expecting me."

" Yeah, I don't feel comfortable bothering him when he's with a patient.", was the counter person Robert's reply.  Meaning, "I'm scared of him. More scared of him than I am of you."

" I understand that, but I'm only gonna be here another few minutes so could you please just knock on the door and see if I can talk to either one of them right away."

" Yeah no I don't wanna get in trouble.  Yeah you understand right?"

" Okay, I do understand.  But can you at least ask if they can see me now?  I'll only be downtown for a little while longer."

"Okay", he said and then disappeared behind a wall.  He came back a few minutes later, "The doctor wants to know if you can just wait a few minutes til he's done with this patient.  He said it won't be long."

I really think Robert went up to the room, knocked quietly on the door, and when no one answered just walked back and told me a line of bullshit.  How was I going to know if he actually asked the doctor anything?  I wouldn't be able to tell what Robert said because there was a wall blocking my view so he could have walked behind the wall, did a little dance, and stepped back out and told me a lie.

"Okay, I guess I'll wait.", I responded.  And I did wait.  I waited 40 minutes and then the nurse came out to meet me.

"Oh hi M.  Listen we're all out of the free samples you gave us.  The doctor has 2 patients he wants to give them to.  So do you have any freebies?"

" Uh, really?  That's all he wanted was some free samples?  You sounded urgent on my voicemail like I needed to take care of this today."

" Well you do.  It's Friday and we need the samples.  That's not urgent enough for you?"

Doctor Dickhead always has one member of his/her staff that is his/her right hand person.  They are just as grumpy as Doctor Dickhead and in some cases they make ludicrous demands.  Like asking for samples when they can just place a dang order for the product!

"Why don't you just order some of the product Shelly?  That would be nice, to get an order...for once."

"I'll order some after you give me the samples.", was her response, and it was a typical ploy to get free shit from me.  I wasn't buying this time.

"Tell you what.  I'll go down to my car, get our order form, and we can place an order today, and then I'll give you samples."

" The doctor doesn't want to spend money so just give me the samples.", she said very direct, as if she was giving me an order and we were in the military.

" The product is covered and the patient will get it the next day, so just place an order, it'll be easier and he won't have to spend any money."

"The doctor won't do that, and we need the samples now.  We're going to see the patients later."

" So you just want some freebies and that's all.  You're not going to order anything at all?"

" No."

" Yeah thanks but no thanks.  I'm not giving out any more samples unless you place an order."

"Okay then I guess you don't get an order.  Those were his instructions. No samples, no order. "

" No problem.  Sorry but we can't just keep giving out product and not receive even ONE order.  It seems like this has been going on for a long time now.  Sorry but we can't do it."

" Well than I guess you won't be getting the doctor's business at all.", she said and she was very irritated. "What kind of a sales rep are you anyway.  The other reps give out samples."

" Hey Shelly, I'm not getting any business right now!  So what's the difference?  And the difference between me and other reps is I can only give out so many samples before I get fired."

" Okay then I guess I'll call (Insert a competitor name here)"

"You do that.  And have a nice weekend.", I said and left the office.  I was mad that the doctor had made me wait, but then I was equally angry that they just wanted to leech off of me and my company.  Rude and cheap, that's definitely a Doctor Dickhead.

Here are a few other characteristics of a Doctor Dickhead type of person:

• Impolite - They will throw your card in the garbage right in front of you.
• Smart -  They are smart but they also let everyone know they are smart.
• God Complex - They think they are repair men for God's work.  They can save you but no one else can do it.
• Cheap - They want everything for free including your time
• No Time...For You - They don't respect anyone, especially reps and including other doctors.

So how does a rep deal with a Doctor Dickhead?  - You don't!  I give these types of doctors a few months to correct their behavior and if they don't I cut bait.  Why should you suffer from dealing with this type of doctor when there are so many other opportunities out there to sell your product or service?    Be as polite as you can for as long as you can, but if they are treating you  poorly, and not giving you any business, then it's time to move on.  No person is worth the aggravation, especially a dickhead. 

Have a good weekend!

-M