Want to become a trusted advisor to HCPs? …Keith has some great ideas…. read on
I was a bit nervous anticipating my interview with Keith Ferrazzi. After all, he is considered to be a “Global Leader of Tomorrow” by the World Economic Forum, one of the top “40 Under 40” business leaders by Crain’s Business, and one of the most creative Americans in ‘Who’s Really Who’. He has been published in The Wall Street Journal, Harvard Business Review, Fortune, Forbes, Inc., and Fast Company.
His #1 New York times best-selling books Never Eat Alone and Who’s Got your Back propelled him into the spotlight by redefining relationship growth. He is now considered the world’s foremost expert in professional relationship development. Given our problems in bio/pharma with our ability to engage and influence HCPs, I really wanted to talk with Keith to see how his ideas could help us.
As we were setting up our cameras in Toronto and preparing for our interview, I got a text from him; “Come join us for breakfast”. True to his teachings in Never Eat Alone Keith really never does eat alone! I quickly ran down the street to join him and another keen networker for breakfast at the Royal York. I was immediately put at ease with his open, generous approach – helping whomever is in front of him.
We eventually got in front of the cameras for our interview. I wish you were there! But here’s the next best thing. Watch as we talk about how all of us in pharma can become trusted advisors.
You will discover at least 10 great ideas to apply today to your work including:
- Why he believes we are further ahead than we might think.
- What every business he’s ever worked with has discovered about focusing on the customer and the impact on economics.
- The greatest aspiration we should have and how it impacts shareholder value.
- His take on the debate between shareholder value, customer focus and employee focus.
- How we can create the benefits of “the long slow dinner” in a 10-second introduction.
- What you can say – in your opening comments – to overcome the mistrust.
- Why he thinks the Challenger Sale used a publicity stunt which may be misleading.
- What vulnerability and empathy have to do with the art of selling.
- What our true job is in sales.
- One big tip to change culture.
TIP: Share your authentic focus on the patient to build trust.
Enjoy! I’m very excited to share this with you.