I’m often asked by new Ultradent reps what advice I might have for them as they go out into the field to educate dentists and their staff with the hopes of selling them Ultradent’s line of products. What kind of advice do I have for them? Well, some things I tell them might seem par for the course, while other pieces of advice might surprise them. Here are a few of things I like to tell our fabulous Ultradent reps as they go out and begin working on their own in their individual territories.
1.) Know your products. Strive to gain as much knowledge and understanding of each product line, their features and benefits, and what it uniquely brings to the table that the competition cannot. This is paramount! That being said, I’m always impressed with the enthusiasm our Ultradent reps bring to the table about the products. Their desire to be the best in their field instills confidence in me that they are representing Ultradent, it’s values, and its products in the best possible way. I’m very proud of our fabulous team.
2.) Realize you have permission to say, “I don’t know.” While I applaud your efforts to be the experts in your fields, I’d be hard-pressed to find the man that knows it all, and I’d even go further with that statement by saying that perhaps the man who knows all the answers might lose out on a valuable opportunity: the follow-up visit. When confronted with a situation in which you might not know the answer, I say, DO NOT shoot from the hip. It’s okay, and even encouraged to honestly say, “I don’t know, but I’ll find out and get back to you.” Any doctor will rarely tell you to not to get back to him, and the most important thing in the first place is to give customers honest, reliable information. There is honor and courage in being able to say “I don’t know.” Remember that, and turn it into an opportunity to learn and follow up.
3.) Last, dentists and dental professionals are a unique breed. When engaged in a conversation, they’re far more likely to study the mouth of the person they’re speaking to than the average person. For this reason, keeping good oral hygiene (as an Ultradent rep) is paramount so your dentition doesn’t distract from the message you’re trying to share with the doctor. The doctor must be able to focus on the message coming out of your mouth verbally, not visually.
Knowing your products, turning challenges into opportunities, and representing what you sell in a physical sense to the best of your ability are essential tools that I believe will set you up for a successful career as a fabulous member of our Ultradent rep family. I’m always impressed with your loyalty, care, hard work, courage, and enthusiasm you bring. Thank you, team, for all you do!