Category Archives: Presentation Skills

Calls That Don’t Go Well in Medical Sales (and How to Fix It When It Happens)

One of the most common questions I’m asked is how to recover from a sales call that doesn’t go well.

“How do I fix it?”

That’s a reasonable question, but one should also ask, “How can I avoid it.”

Listen to this episode of The Medical Sales Guru Podcast for some insight on avoiding and dealing with sales calls that don’t go well.

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Don’t Try to Steal the Customer’s Power

As a medical sales speaker who spends a lot of time training aspiring and experienced medical sales representatives, I love it when sales reps use terms like “evidence-based selling.” Selling in healthcare certainly demands the ability to discuss scientific data, but there is a right way and a wrong way to do it. When you do it the wrong way,  what you’re doing is driving customers away instead of pulling them in. In this episode, medical sales performance expert Mace Horoff discusses how to stop killing sales with a faulty evidence-based medical sales approach.

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The Risks of Intuitive Selling in Medical Sales

Most of the medical sales representatives I have met sell intuitively. In other words, their sales strategies and tactics are based on what they think will work. This is a dangerous way to sell to healthcare providers and institutions.

In this podcast, Mace Horoff gets into more depth in this topic that he wrote about recently in The Medical Sales Blog. Learn about the alternative to intuitive selling and why you should consider it for long term medical sales success.

Product Positioning is NOT intuitive!
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Why You’re Probably Positioning Your Product Wrong and How to Fix It

I love sitting in the lobby bar the evening before a sales meeting where I’m presenting. I often get to overhear salespeople and their managers talking about the finer points of salesmanship. They often say things such as, “You have to ask for the business” or “Sales is a relationship business.”

A common piece of rhetoric is, “You have to position your product effectively.”  That is a very true statement. In fact, it’s one with which the listeners of this advice always nod in agreement…only they don’t do it.

The next day during the customized medical sales seminar, when the topic of positioning comes up, most people are clueless. Few people can define it. Even fewer can actually position their product in a specific and effective way.

But there’s hope…and this week’s Medical Sales Guru podcast will at least get you thinking about how you can position your products more specifically and effectively. The better you position your product, the more sales you’re going to make.

Listen to the podcast and then please leave a comment below. Thanks.

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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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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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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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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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