Category Archives: Customer Relationship Skills

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.

Play

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.

Play

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 .

Play

Using Email in Medical Sales…Good Idea or Bad Idea?

There are more and more medical sales professionals gravitating to email as a sales tool.  Sure there are many benefits, but there are downsides as well. In this edition of the Medical Sales Guru Podcast, I discuss how some sales representatives use email as a way to create a sale and why it doesn’t work.  Are you guilty of misusing email in your medical sales efforts?

Play

When Customers Just “Like You as a Friend” and Allow You to Service the Hell Out of Them: How to Take Your Medical Sales to the Next Level

If you’ve been providing your healthcare customers with great service and it’s not bringing you the business you expect, here’s what you need to do–STOP!….that is, if they won’t reciprocate with more opportunities for you to grow your business.  Service is critically important, but you’re in the SALES business, not the SERVICE business.  Maybe you just need to change your thinking and then change your approach so that you can go beyond just being a “friend” to your customer.  Start the year right by adopting a new attitude that will move your business in an upward directions.

Play

Building Relationships in Medical Sales–Stop Focusing on the Wrong Things!

Most sales reps would agree that relationships are important in medical sales.  Some even go so far as to say that relationships are everything.  I agree that relationships are important, but I have found that many sales reps, especially new medical sales reps, have a distorted view as to what constitutes a good relationship and how to go about creating one.  In this edition of The Medical Sales Guru Podcast, I attempt to dispel some perceptions that lead to counterproductive “bad behavior” when trying to build relationships and what I believe are the keys to creating constructive professional relationships with healthcare customers that support one’s sales efforts.

Play

An Effective Tactic for Dealing with Delicate Confrontational Situations in Medical Sales

Have you ever had a customer say something about you or your product that isn’t true?  Maybe it’s even slanderous or bordering on slander.  Or perhaps the customer informs you that if you don’t lower your pricing, you’re going to lose the business.  You’re used to dealing with difficult situations and you’re ready to charge in and address the issue head-on.  Stop!  Confronting customers on delicate situations is a high-wire act–one wrong move and you’re on the ground with that customer, maybe forever.  There is an effective way to confront customers on situations where they may not be pleased with the message.  It worked very well for me throughout my medical sales career and I advise you to stop and consider it before you erase any opportunities to ever do business with valued customers again.

Play

Selling GPO/IDN Products to Physicians without Them Feeling Like You’re Trying to Force Them

Have you ever walked into a customer and demand that they buy your product because it’s on a GPO or IDN contract? If you have tried to do this with a physician, the response you received may have left a visible mark! In this episode of the Medical Sales Guru podcast, we discuss an approach to avoid angering your physician customers when your sales efforts are supported with a buying contract.

Play

What Business Would Your Customers Say That You’re In?

Medical sales professionals see themselves as wearing many different hats.  Most people, including your customer, really have no idea as to what your entire day is like.  Your customers often see you in the way that you engage them most regularly.  So, what business would they say that you’re in?  In this podcast episode, I discuss the answer to this question along with a reminder to the “other business” you had better be in as well.

Play

How to Bridge the Gap Between Being Perceived as a Product-Pusher vs. a Medical Sales Professional

Consultative Selling — the term has become cliche…everyone in medical sales knows the term and says it, but the reality is not everyone is doing it! The challenges of selling to healthcare customers can create an environment and mindset where consultative selling is difficult.  In this edition of The Medical Sales Guru Podcast, Mace Horoff addresses the main cause of  “the gap” and talks about what you need to do to avoid being perceived as just another product-pusher as opposed to a valued link in the chain of patient care.

Play