I consult with some of the greatest and most innovative medical companies in the world, yet invariably, a sales representative will ask, “How do you deal with customers who treat your product like a commodity.” My answer is usually something along the lines of, “Well, stop creating that perception!” As you can imagine, that often garners a surprised and even an angry look. If you want to know how this is happening and why YOU might be at fault, I lay it out here in this podcast episode.
Healthcare professionals often have the same response when a sales representative presents a product that they find interesting or potentially useful. The response is, “I’ll keep it in mind.” Many medical sales representatives leave the next step up to the customer, which is a complete abdication of responsibility. This week’s podcast addresses how and why you need to prepare for hearing these words ahead of time and why it’s all a part of YOUR job.
Do you use scientific papers and references from medical journals during your sales conversations? Use them if you have them, and if it makes sense to do so. But if you do, there are a few things you need to be aware of. This is not a discussion of how exactly to cite scientific data during a sales conversation, but more of a tactical approach on what to do and what to avoid. Let me know what you think by posting some comments below on the www.medicalsalesguru.com page under this podcast.
Sales reps often put customers on pedestals such that it makes it difficult to sell effectively. Are you having trouble connecting with your customers in the clinical or other environment? Listen to this edition of the Medical Sales Guru Podcast to understand why it happens and learn how to adopt a mindset to engage your customers and sell more effectively.
One of the biggest complaints from medical sales professionals selling in the current marketplace is their customer’s frequent attempts to commoditize their products and services. Sales reps go to great lengths to differentiate their products and even themselves from the competition–except in one area–what they say and focus on. I know…you’re different (let’s hope so), but why not listen to this podcast and see if you meet the first criterion for differentiating yourself at the start of every presentation.
Do you do all that things it takes to win at medical sales? Are you sure? In this podcast, I discuss the one thing that great performers do regularly and consistently. If you don’t do this, you’re not fully in the game. What is it? It’s the missing link, and it’s huge!
Sales reps who are just starting in medical sales, especially those with “baby faces” who just got out of college (or just look like they did) often need to overcome the credibility issue of limited experience. New medical sales representatives sometimes find that their “youth and inexperience” keeps their clinical customers from taking them or their products seriously. Even if you’re not that young, you still might come off as inexperienced. Here’s how to avoid that.
And make sure you don’t get caught MSU! If you don’t know what that is, you MUST listen to this podcast!
If you feel a little uncomfortable when you approach a doctor, nurse, therapist or other healthcare professional because you don’t want to be perceived as just another sales rep, then why not approach them in a way where you will feel more comfortable and you will be more welcome. What am I talking about? It’s all here in this edition of the Medical Sales Guru Podcast.
If the title of this podcast seems ridiculous to you and you’re wondering who would ever approach a doctor with a pitch like that, you might want to look in the mirror! Sales reps approach health care buyers way too often with any one of a number of approaches that essentially say the same thing. If you want an idea on how to better connect with your decision-makers, listen to this podcast episode.
When it comes to selling on a level playing field in the medical sales arena, most reps struggle with their toughest competition. The competition? Do you think it’s a company? A sales rep? A product? Guess what…most of the time, it’s none of these. You compete against something that is often tougher and harder to sell against. What is it? Let’s see if you know what it is and more importantly, how to compete against your toughest competitor.
