Archive for August, 2009
How To Love Your Competition in Medical Sales
August 31st, 2009 | 
Author: 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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Stop Showing Off - Let Your Customers Be The Experts
Sure, you need to be knowledgeable about your products and your industry, and you think your customers will be impressed when you show them how much you know! Not so fast…While you may wow some of the medical professionals you call on with your photographic recall of clinical data that you just gleaned from your company’s recent training or updates, others will find you annoying and may decide not to do business with you. In this edition of the Medical Sales Guru Podcast, Medical Sales speaker Mace Horoff relates an incident where he asked a surgeon a technical question and it created an adversarial situation. If you haven’t been selling in medicine for a long period of time, this is some advice you don’t want to miss!
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The Most Overlooked Medical Sales Skill - Time Management
Medical sales time management is one skill that can make or break your career. You see, it doesn’t matter how skilled you are in other areas of medical sales — if you can’t create the time to perform the most critical task — SELLING — you lose! Medical sales is fraught with more challenges to derail your day than most industries. In this Podcast, Mace discusses the common medical sales time management challenges, and what the medical sales professional must focus on to maximize sales and commission income.
CLICK THIS LINK for information on “The Healthcare Sales Time Management Workshop”
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Dealing with Medical Sales Pricing Issues
Dealing with pricing issues is one of the least welcome tasks for most medical sales professionals — and too many sales reps try to put it to rest by just bending over and offering the customer the lowest possible price! While this is impossible to cover in any depth in only ten minutes, Mace Horoff discusses some ideas on how to be prepared to deal with the pricing issues that medical sales professionals must deal with on a daily basis. Don’t ever think you’re prepared for a sales presentation unless you already have a strategy in mind on how to address pricing issues so that your product or service seems the better choice regardless of price.
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