Medical Sales Guru Podcast

Archive for the ‘difficult healthcare customers’ Category

Maybe you sell to the C-suite and maybe you don’t.  If you don’t, maybe you should. But how do you get past the reception desk to discuss business with the CEO, CFO and others in the ivory towers of an institution.  In this episode of the Medical Sales Guru Podcast, I provide some things to think about that will help you to get the attention of the C-suite and almost any other decision-makers you should be talking to.

Podcast: Download (3.5MB)

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.

Podcast: Download (7.3MB)

We hear this question often from people who are just beginning their medical sales careers: “What do you do when customers act like they’re better than you?” If you have never had it happen, you’re probably doing all the right things…or you just weren’t paying attention! It’s not necessarily a bad thing when it happens, in fact, it may be an opportunity. Mace Horoff discusses the frequent causes when medical professionals attempt to let sales people know who the real authority is and how to handle it.

Podcast: Download (4.2MB)