Want to win in medical sales? Be prepared to piss some people off!
January 21st, 2012 | 
Author: I know…you have a demure personality. You’re someone who only makes friends, not enemies. Well, guess what…winning in medical sales means there will occasionally be people who don’t like you…and that’s okay, in fact, it’s necessary. Listen for more….
Podcast: Download (4.2MB)
How to Un-Level the Playing Field in the New Era of Medical Sales “No Gift Giving”
Whether it’s the Holidays, or any other day of the year, if you sell to physicians, hospitals, clinics or wherever–you’re probably thrilled that the “No-Gift” policies of recent years have unburdened you and provided a level playing field. Guess what? The playing field will never be level, nor should it be. You should focus on unleveling the playing field every day. Listen as Mace Horoff shares some thoughts on how how you can keep “gifting” your patients.
Podcast: Download (4.2MB)
If you agree that The Patient Always Comes First, then why are you talking about YOU?
I always end each podcast with, “The patient always comes first.” Most medical reps agree with the sentiment, although few actually sell from this perspective. Focusing on the patient needs to be more than just lip service! Listen to the podcast and learn how a patient-centered sales approach can make a huge difference in how you are perceived by your customers.
Podcast: Download (3.6MB)
Customers treating your product as a commodity? Maybe it’s YOUR fault!
I consult with some of the greatest and most innovative medical companies in the world, yet invariably, a sales representative will ask, “How do you deal with customers who treat your product like a commodity.” My answer is usually something along the lines of, “Well, stop creating that perception!” As you can imagine, that often garners a surprised and even an angry look. If you want to know how this is happening and why YOU might be at fault, I lay it out here in this podcast episode.
Podcast: Download (3.1MB)
When You’re Customer Says, “I’ll Keep It in Mind.”
Healthcare professionals often have the same response when a sales representative presents a product that they find interesting or potentially useful. The response is, “I’ll keep it in mind.” Many medical sales representatives leave the next step up to the customer, which is a complete abdication of responsibility. This week’s podcast addresses how and why you need to prepare for hearing these words ahead of time and why it’s all a part of YOUR job.
Podcast: Download (3.7MB)