Medical Sales Guru Podcast

Archive for the ‘Competition’ Category

Whether it’s the Holidays, or any other day of the year, if you sell to physicians, hospitals, clinics or wherever–you’re probably thrilled that the “No-Gift” policies of recent years have unburdened you and provided a level playing field. Guess what?  The playing field will never be level, nor should it be.  You should focus on unleveling the playing field every day.  Listen as Mace Horoff shares some thoughts on how how you can keep “gifting” your patients.

Podcast: Download (4.2MB)

I always end each podcast with, “The patient always comes first.” Most medical reps agree with the sentiment, although few actually sell from this perspective.  Focusing on the patient needs to be more than just lip service! Listen to the podcast and learn how a patient-centered sales approach can make a huge difference in how you are perceived by your customers.

Podcast: Download (3.6MB)

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.

Podcast: Download (5.8MB)

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!

Podcast: Download (5.2MB)

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.

Podcast: Download (3.7MB)