Archive for June, 2009
The Misused Medical Sales Tool
June 29th, 2009 | 
Author: Just about every sales representative who sells in the healthcare environment employs this sales tool. But too often it is misused in a way that actually works against the sale. In this edition of the Medical Sales Guru Podcast, Mace Horoff talks about avoiding the pitfalls of what seems like an intuitively sound practice.
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How do you deliver value in medical sales?
How do you deliver value in medical sales? You might think you understand this intuitively, but unless you qualify or quantify value with respect to your customer’s needs and perceptions, you’re guessing at best and you risk losing the sale. In this edition of the Medical Sales Guru Podcast, Mace Horoff takes a look at defining value as it is most commonly assessed in the medical arena and suggests ways to incorporate value in your presentations.
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Be a Professional! What Does That Mean in Medical Sales?
You’ve heard it from medical sales recruiters. You’ve heard it from your manager. You’ve heard it from your medical sales colleagues. “Be a professional!” It sounds like good advice…in fact, it is! But what exactly does it mean? In this weeks podcast, Mace Horoff describes the attributes of professional behavior as it relates to medical sales. Listen and assess yourself to see if you measure up to the standards of professional behavior for the medical sales profession.
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Don’t Insult Your Healthcare Prospects by Asking the Wrong Questions
Every medical sales rep knows to ask probing questions. Make sure you are not asking probing questions that a medical professional might find insulting! One of the worst ones is, “Doctor, tell me about the biggest challenges you have when you are …..?” Mace Horoff, medical sales speaker, trainer, and consultant offers some thoughts on why a question like this can be perceived as insulting to a medical professional and then suggests a more subtle, non-insulting approach to uncover the information you need before trying to offer a solution.
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