Wonder what the sales campaign looks like for the OncoPet. Long ago, when I just graduated from college, my first job was with the Sales Division at IBM for many years. Of course, IBM had many Fortune 100 companies as customers, but it also sold small products like office typewriters to small businesses. Every so often, we did have a "Cold Call" day, when we just look up the telephone directory, called, and hit the pavement to visit these small businesses. On cold calls, getting a sale on one out of ten visits can be a good day. In normal selling to big companies, most of the effort is educating the customers and supporting them, as computers were fairly new in the old days. One also learned a lot from the customers by interacting with them on sell calls to get ideas on how to use the products in more ways.
Going to your own vet is a great way to start. If you cannot sell to your own vet then the sales approach needs to be improved. Your own vet will tell you the truth. One of the great salesmen McArthur gave the advice to always ask the customer twice for the reason why the customer turned down a sales proposal. He said that the customer will always give a phony polite reason for not buying when asked the first time. Thus, the customer needed to be asked a second time for the real reason for not buying. With the real reason known, McArthur said that then he was able to finally close the sale.
