All posts by Mace Horoff

The Medical Sales Call: Rarely a Solo Event

In medical sales, mindset matters. Think about this . . .

Most medical reps set out on sales calls with the mindset of it being a solo event. In other words, one sales call where the customer buys or doesn’t buy.

This is looking at it all wrong. There’s a more realistic way to look at your sales efforts. You can learn about it by listing to this episode.

Please like us on iTunes if you find this helpful. Thanks!

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Your Customers Are Different . . . I Don’t Think So!

Too often when speaking with medical sales representatives about how one of their colleagues succeeded, some suggest, “Yeah, but my customers are different.”

Everyone is unique…in some ways. But healthcare professionals and other buyers have too much in common to dismiss. So, I think we should talk about it . . .

And that’s what we’ll do here on this episode. Join me and see if you agree…and by all means, if you don’t, say something in  the comment section below.

You can also listen on iTunes.

 

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Medical Sales: Better Than Discussing Product

Medical sales representatives succeed when they sell. Therefore, most seek time with customers for product-focused conversations. When selling to healthcare professionals however, this might be a better option. Check it out. Leave a comment below and let us know what you think.

Learn how to accelerate your medical sales results with Medical Sales Academy.

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How Medical Reps are Like Dog Trainers

Answer this question: What do you do? Some medical reps struggle with this question, or don’t really give it any thought. Ready for a fresh perspective . . . fresh as in “a little out there?” Give it a shot! It might just might provide you with a better understanding of what your job function really is.

I mean no disrespect . . .

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The “Dating Approach” to Persistence in Medical Sales

Persistence is often named as the number one attribute that leads to success…and in medical sales, a lack of persistence is almost guaranteed failure.

Why do medical reps sometimes struggle with persistence? Possibly it’s because they’re not comfortable with it.

Here’s a short discussion that puts the need for persistence into perspective and hopefully makes it understandable and more palatable.

CLICK HERE to learn skills and strategies to engage, attract, and persuade healthcare customers with ease. 
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Medical Sales Reluctance: When Customers Know You’re Trying to Sell Them

What happens if a healthcare professional or other customer realizes you’re trying to sell them something?

If you ever think about this, it may be causing sales reluctance, which is something that could keep  you from doing your job…

Here’s some insight on how HCPs and other customers see salespeople and how you can be one they’ll welcome when you visit.

YOU CAN BE AVERAGE . . . OR YOU CAN LEARN TO SELL LIKE THE TOP 1% IN MEDICAL SALES. LEARN MORE.
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Medical Sales: When Your Ego is Challenged –Defering to a Higher Authority

Medical sales representatives face situations where HCPs challenge the rep’s ego. Think you can set your ego aside easily? Think again . . . and think about how you’re going to deal with it when it happens. Maybe this podcast will help. Listen. Leave a comment or go to iTunes and like. Go out there and sell something that will do some good. Thanks!

LEARN ABOUT MEDICAL SALES ACADEMY

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Tough Call: When a Competitor’s Product Offers Better Patient Outcomes . . .What Do You Do?

Medical sales representatives have to deal with reality, and sometimes that reality is that a competitor’s product is better than yours. What should you do in that situation? Just sell what you’ve got and hope for the best? Maybe, but then again, maybe not. Here’s some food for thought so you’re better prepared when you face this critical decision.

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Medical Sales: Overusing and Abusing Technology

Medical sales has been made easier by technology, that is, when it’s used appropriately. The challenge is that some medical sales representatives have expectations that aren’t only unreasonable, they’re counterproductive. Learn how to stop using technology to kill sales and instead, implement one solid technique that almost always works better than anything. Want to know what it is? Listen to the podcast!

Success in medical sales means DOING what works…not what you think might work.  Sell strategically instead of intuitively with Medical Sales Academy.
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