Category Archives: Uncategorized

Medical Sales When Customers Act Like They’re Better Than You

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.

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How unrecognized complacency and arrogance in my medical sales career cost me business–and it will do the same for you!

If you are a medical sales professional, at some point in your career you have either dealt with or will be dealing with these destructive attitudes…but will you recognize it before it’s too late?  In this episode of The Medical Sales Guru Podcast, Mace Horoff shares with you how his own attitudes in one of his hospital accounts cost him ten years of stable, recurring business.  He is certainly not proud of what happened, but Mace hopes that hearing his story will help you avoid rolling out the red carpet to your competitors like he did.  If you don’t recognize the warning signs, your business is in big trouble!  Arrogance never goes unpunished.

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Medical Sales During an Economic Downturn…What Should You Do?

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.

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Calling on Difficult Healthcare Customers When You Would Rather Not

Do you have customers in your territory that are so annoying, so nasty, or you just know that they will never buy from you and as a result you don’t call on them very often?  You’re missing a great opportunity to have fun with these customers and get better at what you do, which is SELL!  In this episode of The Medical Sales Guru Podcast, medical sales speaker Mace Horoff talks about how you can put these customers to good use to advance the sales in your territory and keep these customers from becoming a problem.

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Stop Making Excuses…What Are the Real Reasons Why Your Healthcare Customers Buy?

Understanding the real reasons why your customers buy will dispel many of the standard excuses we frequently hear when they don’t.  Sure, all of the things that you think are important to your customers are…but their priorities might be a bit different than you would expect.  In this edition of The Medical Sales Guru Podcast, Mace Horoff discusses the results of a retail buying survey to help you understand what your healthcare customers really want when selecting products and services.

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Mastering Medical Sales: The Essential Attitudes, Habits and Skills of High-earning Medical Sales Professionals is available to Order

I’m excited to announce that my long-awaited book, Mastering Medical Sales: The Essential Attitudes, Habits & Skills of High-earning Medical Sales Professionals will be released on February 15th and can now be ordered. I’m posting this here since I have received literally dozens and dozens of emails and phone calls from  The Medical Sales Guru Podcast subscribers wanting to know when and where they can buy the book.  The information in the book is real and it works – I share the attitudes, habits and skills that allowed me  to earn a phenomenal living in medical sales while making a difference in the lives of healthcare providers and their patients.

CLICK HERE to go to the book’s website at http://www.MasteringMedicalSales.com.  Don’t forget to take a look at the index to get a feel for the depth of information that is included in the book.

Whether you’re just starting out in medical, pharmaceutical, dental, Biotechnology, or DME sales or you have been at it for years…this book was written for you.
Go to the book’s website now so you can answer your WIIFM.

The book can also be ordered on amazon.com

Thanks for allowing me to take a moment to update you on the book!

Serious Medical Sales Professionals Do This To Maximize Their Sales Results with Every Call…Do You?

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.

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Stop Killing Your Medical Sales Presentations With Your I’s

You might have been told you have beautiful eyes, but your healthcare provider customers and prospects don’t give a darn about your I’s!  Don’t take it personally…this is a common mistake that so many medical sales reps repeat day in and day out and they are doing little to differentiate themselves from their competitors.  In this edition of the Medical Sales Guru Podcast, Mace Horoff discusses why you need to break  this sales-killing habit if you’re guilty.

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If Your Medical Sales Presentations Are Bombing, Maybe You Need To Change Your Thinking

You’ve been to training.  You know your medical, dental, or pharmaceutical product or service inside and out.  You have rehearsed and perfected the sales presentation and you feel that you deliver it perfectly.  However, you’re not closing many sales with healthcare professionals.  What’s wrong? Maybe it’s what’s in your head and if you want to move forward with your product or service, you need to fix this first.

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