Archive for the ‘Sales Motivation’ Category
If you could only focus on one thing to win in medical sales, what would it be?
June 29th, 2010 | 
Author: Medical sales professionals wear many hats, providing a multitude of services for their customers and their customer’s patients. If you had to choose one area to focus your energies and attention in order to achieve the greatest return on your effort, what would that be? In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the one area where you must maintain a focus because this is the one area that won’t take care of itself.
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Medical Sales During an Economic Downturn…What Should You Do?
Whether the economy is good or bad, people will always need health care, but the current economic conditions have some medical sales reps crying the blues while others are having their best year ever. Much of it depends on which segment of the market you sell in, but either way, there are things you must do and continue to do if you want to survive and thrive. In this episode of The Medical Sales Guru Podcast, medical sales speaker Mace Horoff discusses a few best practices to get through these challenging times.
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Calling on Difficult Healthcare Customers When You Would Rather Not
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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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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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 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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Don’t Be a Professional Visitor in Medical Sales
Medical sales is a relationship business, but there are many medical sales professionals who spend too much time being a “friend” and not enough time helping their “friends” achieve better clinical outcomes by getting their products into the customer’s hands. In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the pitfalls of becoming a “professional visitor” and creating a mindset to avoid the trap.
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Rejection - How do you handle it with your healthcare customers?
Everyone knows that if you’re in sales, handling rejection is a part of the job. Some medical sales professionals have no problem dealing with rejection while others struggle and allow it to hold them back. In this Medical Sales Guru Podcast, Mace Horoff looks at some of the ways to look at rejection and deal with it so it never interferes with your success.
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How To Love Your Competition in Medical Sales
How do you feel about your competition? Love them or hate them, few things can drive you towards success in medical sales like your competition. In fact, you should give thanks for your competitors every day of your career. Does this sound crazy? Listen to this weeks Medical Sales Guru Podcast and you will learn to love your competition.
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You Can’t Win in Medical Sales If You Keep Playing It Safe
Want to rise to the top of the medical sales profession? Then stop playing it safe by avoiding anything that might cause a customer to criticize you as being “too pushy.” Sure, there’s a fine line, but if you’re not dancing close to the line and stepping out of your comfort zone when selling to your customers, you’re leaving sales opportunities and money on the table. Listen as Mace Horoff discusses the need to be more assertive with your medical customers to keep your sales career moving forward and to help them care for their patients.
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