Archive for the ‘Presentation Skills’ Category
How to Bridge the Gap Between Being Perceived as a Product-Pusher vs. a Medical Sales Professional
May 6th, 2010 | 
Author: Consultative Selling — the term has become cliche…everyone in medical sales knows the term and says it, but the reality is not everyone is doing it! The challenges of selling to healthcare customers can create an environment and mindset where consultative selling is difficult. In this edition of The Medical Sales Guru Podcast, Mace Horoff addresses the main cause of “the gap” and talks about what you need to do to avoid being perceived as just another product-pusher as opposed to a valued link in the chain of patient care.
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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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