Archive for the ‘Customer Relationship Skills’ Category
Want to win in medical sales? Be prepared to piss some people off!
January 21st, 2012 | 
Author: I know…you have a demure personality. You’re someone who only makes friends, not enemies. Well, guess what…winning in medical sales means there will occasionally be people who don’t like you…and that’s okay, in fact, it’s necessary. Listen for more….
Podcast: Download (4.2MB)
Is it your products that your customers see as a commodity, or is it YOU?
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)
How to Sell to Clinicians without Both of You Feeling Like You’re Just Another Product-Pusher
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.
Podcast: Download (2.8MB)
Dealing with competitors who are good-looking, former pro athletes, and have other “unfair” advantages
Have you ever had a competitor who was able to make inroads with YOUR customers quickly because he or she was good-looking, a former professional athlete, or had some other perceived advantage? I hear about this concern on a fairly regular basis. I understand it because I experienced it myself. In this edition of the Medical Sales Guru Podcast, I describe a situation that I encountered where a competitor was able to take business because he was able to do something outside of the clinical environment that put him in a favorable situation with a customer. It’s great to have talents and attributes that get you in the door, but in the final analysis, you need to have more…much more if you expect to win business for the long term.
Podcast: Download (4.7MB)
An Unwanted Title in Medical Sales — The Professional Visitor
Do you ever visit customers just to “check-in” ? What a colossal waste of your time and theirs! If you don’t have a purpose for the call…I mean a real purpose…that serves you, your company, the customer and the patient…then don’t make the call. But I’m going to help you avoid that situation with a simple question that I offer up in this podcast. After you listen, let me know how you avoid being “The Professional Visitor” by clicking on either “comments” or “no comments” in the box below and sharing with the world at http://www.MedicalSalesGuru.com .
Podcast: Download (3.8MB)