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.
When you give a medical sales presentation to a prospect or customer, who is the presentation about? The question is not WHAT, but WHO is it about. Too many sales reps make the presentation about themselves, their companies, and their products and truthfully…your prospect can care less. In this edition of the Medical Sales Guru Podcast, Mace Horoff describes WHO the presentation needs to be about and why.