Medical Sales Guru Podcast

Archive for February, 2010

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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Understanding the real reasons why your customers buy will dispel many of the standard excuses we frequently hear when they don’t.  Sure, all of the things that you think are important to your customers are…but their priorities might be a bit different than you would expect.  In this edition of The Medical Sales Guru Podcast, Mace Horoff discusses the results of a retail buying survey to help you understand what your healthcare customers really want when selecting products and services.

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I’m excited to announce that my long-awaited book, Mastering Medical Sales: The Essential Attitudes, Habits & Skills of High-earning Medical Sales Professionals will be released on February 15th and can now be ordered. I’m posting this here since I have received literally dozens and dozens of emails and phone calls from  The Medical Sales Guru Podcast subscribers wanting to know when and where they can buy the book.  The information in the book is real and it works – I share the attitudes, habits and skills that allowed me  to earn a phenomenal living in medical sales while making a difference in the lives of healthcare providers and their patients.

CLICK HERE to go to the book’s website at http://www.MasteringMedicalSales.com.  Don’t forget to take a look at the index to get a feel for the depth of information that is included in the book.

Whether you’re just starting out in medical, pharmaceutical, dental, Biotechnology, or DME sales or you have been at it for years…this book was written for you.
Go to the book’s website now so you can answer your WIIFM.

The book can also be ordered on amazon.com

Thanks for allowing me to take a moment to update you on the book!

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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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