Medical Sales Guru Podcast

Archive for the ‘Professional Behavior’ Category

Whether the economy is good or bad, people will always need health care, but the current economic conditions have some medical sales reps crying the blues while others are having their best year ever.  Much of it depends on which segment of the market you sell in, but either way, there are things you must do and continue to do if you want to survive and thrive.  In this episode of The Medical Sales Guru Podcast, medical sales speaker Mace Horoff discusses a few best practices to get through these challenging times.

Podcast: Download (5.9MB)

Your healthcare customers demand attention to detail from the vendors with whom they do business, but there is one thing you MUST do if you want to maximize your sales results and meet their expectations.  Do you know what it is?  In this edition of The Medical Sales Guru Podcast, Mace Horoff describes an essential habit that can separate the true medical sales professionals from the wannabe’s.

Podcast: Download (6.1MB)

Clear communications are essential in any environment.  But in medicine, a message that is misunderstood can have dire consequences.  Busy professionals often communicate quickly, and at times incompletely. In this episode of the Medical Sales Guru podcast, Mace Horoff discusses the pitfalls of communicating with healthcare professionals and how to avoid misunderstandings that can ruin your career or even land you in court.

Podcast: Download (5.0MB)

You’ve heard it from medical sales recruiters.  You’ve heard it from your manager.  You’ve heard it from your medical sales colleagues.  “Be a professional!”  It sounds like good advice…in fact, it is!  But what exactly does it mean?  In this weeks podcast, Mace Horoff describes the attributes of professional behavior as it relates to medical sales.  Listen and assess yourself to see if you measure up to the standards of professional behavior for the medical sales profession.

Podcast: Download (7.0MB)

Every medical sales rep knows to ask probing questions. Make sure you are not asking probing questions that a medical professional might find insulting! One of the worst ones is, “Doctor, tell me about the biggest challenges you have when you are …..?” Mace Horoff, medical sales speaker, trainer, and consultant offers some thoughts on why a question like this can be perceived as insulting to a medical professional and then suggests a more subtle, non-insulting approach to uncover the information you need before trying to offer a solution.

Podcast: Download (6.9MB)