Category Archives: Medical Sales Skills

The truth about closing, follow-up & not wasting your time in medical sales

Have you ever made a sales call that seemed to go great. The doctor or other HCP seemed truly interested and said s/he would be in touch. Then they never call. And when you try to follow up, they block you. The HCP won’t return your calls and emails, the receptionist won’t let you in or give you an appointment. What happened? What changed? How can you prevent this from happening in the future? Don’t blame the customer when you’re the one at fault. The good news is that the stress and frustration associated with this scenario can be avoided.

It’s all here in this episode of the Medical Sales Guru Podcast.

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Medical Sales: Positioning is Everything

Sales and marketing managers talk about the importance of product positioning.  Sales representatives nod in agreement—and then most fail to position their products or services effectively.  What is product positioning, why is it important, and what is the best way to do it when selling in healthcare?  In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses effective product positioning so you can engage your prospects and customers  in ways that make them want to buy!

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Medical Sales Conversations That Sell: What Should You Talk About?

Funny thing…when medical sales representatives go on sales calls, they want to talk about their products.  Makes sense, but of course, as you pros know, talking about your product right away is not a good idea.  So…what should you talk about?  Listen as Mace discusses the best possible answer to that question.

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The Number One Way Medical Reps Allow Their Competition to Beat Them

When it comes down to it, there are many moving parts that go into being a successful medical sales professional.  Most reps work on several of the key elements early in their careers, then they let one of the most, if not THE most critical element slide.  It’s true that you often have to take risks to succeed, but too many reps take a huge risk by avoiding what is discussed here.  If you’re competition is doing this and you’re not—you’re toast!  In this podcast, Mace Horoff describes the one thing you can’t ignore if you ever plan on being the top player.

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Do you think you’ll sell more if you become a better closer? I doubt it!

Medical sales reps often say that the secret to success in medical sales is becoming a “good closer.”  REALLY?  I don’t think so!  In this episode of the medical sales guru podcast Mace Horoff describes why that won’t work for you and what you need to do instead.  It’s time to put that old conventional wisdom to rest.  Listen now…

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If you agree that The Patient Always Comes First, then why are you talking about YOU?

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.

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Customers treating your product as a commodity? Maybe it’s YOUR fault!

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.

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When You’re Customer Says, “I’ll Keep It in Mind.”

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.

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Some points about using scientific papers when selling to doctors and other clinicians

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.

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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.

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