Archive for November, 2009
Relationship building in medical sales — It’s not just about the buyer
November 13th, 2009 | 
Author: Most medical sales professionals are great at building relationships with customers who can say “yes” to their products or sign a purchase order, but if these are the only people you are paying attention to, you may be leaving money on the table. In this edition of the Medical Sales Guru Podcast, Mace Horoff describes a situation where the sale was influenced by a hospital employee who is not normally involved in the buying process. Learn to adapt an easy habit that could one day pay huge dividends with your customers.
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How to deal with customers in medical sales who won’t commit
The customer who says he is interested. The customer who says he will use your product or service. The customer who tells you that he or she will keep you in mind. But you never hear from them and any attempts to follow-up are fruitless. How do you deal with the frustration of customers who won’t commit? In this episode of the Medical Sales Guru Podcast, Mace Horoff discusses some ways to find out if the customer is serious, or just wasting your time and emotional energy.
Podcast: Play in new window | Download
