Calling on Difficult Healthcare Customers When You Would Rather Not
March 9th, 2010 | 
Author: Do you have customers in your territory that are so annoying, so nasty, or you just know that they will never buy from you and as a result you don’t call on them very often? You’re missing a great opportunity to have fun with these customers and get better at what you do, which is SELL! In this episode of The Medical Sales Guru Podcast, medical sales speaker Mace Horoff talks about how you can put these customers to good use to advance the sales in your territory and keep these customers from becoming a problem.
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Dealing with Hospital or Clinic Personnel Who Suddenly Take an Adversarial Position to You and Your Company
Have you ever been blindsided by someone in one of your accounts…who you may not even know…who is suddenly working against you and your sales efforts at that account? In this episode of The Medical Sales Guru Podcast, medical sales speaker Mace Horoff shares the story of a situation that he found himself in, and discusses how he managed to save the business.
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Sales Hesitation When Selling to Healthcare Customers Who Are Friends
Many medical sales professionals develop great friendships with their healthcare customers, and there are certainly many benefits. But it is not uncommon to find sales representatives who hesitate to sell to their friends out of the fear of harming the friendship. This is a dangerous misconception and it can harm your business AND your friendship. Listen to this episode of the Medical Sales Guru Podcast as Mace Horoff describes his own experience with the problem and how it changed when a customer/friend told it “like it is.”
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Stop Making Excuses…What Are the Real Reasons Why Your Healthcare Customers Buy?
Understanding the real reasons why your customers buy will dispel many of the standard excuses we frequently hear when they don’t. Sure, all of the things that you think are important to your customers are…but their priorities might be a bit different than you would expect. In this edition of The Medical Sales Guru Podcast, Mace Horoff discusses the results of a retail buying survey to help you understand what your healthcare customers really want when selecting products and services.
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Mastering Medical Sales: The Essential Attitudes, Habits and Skills of High-earning Medical Sales Professionals is available to Order
I’m excited to announce that my long-awaited book, Mastering Medical Sales: The Essential Attitudes, Habits & Skills of High-earning Medical Sales Professionals will be released on February 15th and can now be ordered. I’m posting this here since I have received literally dozens and dozens of emails and phone calls from The Medical Sales Guru Podcast subscribers wanting to know when and where they can buy the book. The information in the book is real and it works – I share the attitudes, habits and skills that allowed me to earn a phenomenal living in medical sales while making a difference in the lives of healthcare providers and their patients.
CLICK HERE to go to the book’s website at http://www.MasteringMedicalSales.com. Don’t forget to take a look at the index to get a feel for the depth of information that is included in the book.
Whether you’re just starting out in medical, pharmaceutical, dental, Biotechnology, or DME sales or you have been at it for years…this book was written for you.
Go to the book’s website now so you can answer your WIIFM.
The book can also be ordered on amazon.com
Thanks for allowing me to take a moment to update you on the book!
Serious Medical Sales Professionals Do This To Maximize Their Sales Results with Every Call…Do You?
Your healthcare customers demand attention to detail from the vendors with whom they do business, but there is one thing you MUST do if you want to maximize your sales results and meet their expectations. Do you know what it is? In this edition of The Medical Sales Guru Podcast, Mace Horoff describes an essential habit that can separate the true medical sales professionals from the wannabe’s.
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Stop Killing Your Medical Sales Presentations With Your I’s
You might have been told you have beautiful eyes, but your healthcare provider customers and prospects don’t give a darn about your I’s! Don’t take it personally…this is a common mistake that so many medical sales reps repeat day in and day out and they are doing little to differentiate themselves from their competitors. In this edition of the Medical Sales Guru Podcast, Mace Horoff discusses why you need to break this sales-killing habit if you’re guilty.
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If Your Medical Sales Presentations Are Bombing, Maybe You Need To Change Your Thinking
You’ve been to training. You know your medical, dental, or pharmaceutical product or service inside and out. You have rehearsed and perfected the sales presentation and you feel that you deliver it perfectly. However, you’re not closing many sales with healthcare professionals. What’s wrong? Maybe it’s what’s in your head and if you want to move forward with your product or service, you need to fix this first.
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How to Get What You Want from Your Company, Your Boss and Support Staff in Medical Sales
I get frequent calls from medical sales people wanting my advice on how to ask for additional territory, additional inventory or equipment, additional sales support personnel, and other requests to management. The key to getting what you want is amazingly simple, but it’s going to take some work on your part. Listen to the podcast to learn the secrets of getting your company, your boss and support staff to give you what you want.
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How Your Medical Sales Competition Is Going to Beat You This Year
It’s a New Year and you’re ready to tear it up in your medical sales territory…well, your competition has other ideas. Listen as Mace Horoff describes how your medical sales competition is conspiring to eat your lunch over the next twelve months.
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