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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