Medical Sales Guru Podcast http://medicalsalesguru.com Wed, 22 Feb 2012 19:29:01 +0000 en hourly 1 http://wordpress.org/?v=3.1 Medical Sales Guru is the free weekly podcast that is dedicated to driving success for Medical Sales Professionals that provide goods and services to the health care industry and its providers. Each week medical sales expert Mace Horoff and his guests will present medical sales tips and selling techniques for the medical device, pharmaceutical, medical equipment and medical diagnostics industries. Mace Horoff no Mace Horoff mace@medicalsalestraining.com mace@medicalsalestraining.com (Mace Horoff) 2009 The Free Podcast for Medical Sales Professionals medical sales,medical sales training,pharmaceutical sales,medical device sales,medical sales selling tips Medical Sales Guru Podcast http://medicalsalesguru.com/wp-content/uploads/powerpress/MSG_iTunes_Cover144.jpg http://medicalsalesguru.com The Changing Relevancy of the Medical Sales Representative http://medicalsalesguru.com/the-changing-relevancy-of-the-medical-sales-representative/ http://medicalsalesguru.com/the-changing-relevancy-of-the-medical-sales-representative/#comments Wed, 22 Feb 2012 19:29:01 +0000 Mace Horoff http://medicalsalesguru.com/?p=524 What is making the medical sales representative irrelevant?  How can you remain relevant as a medical sales professional.  In this episode of The Medical Sales Guru Podcast, medical sales performance expert Mace Horoff describes what is changing and what you can do about it.  Is it worth 7 minutes of your time to stay ahead of the change or will you wait until it’s too late?

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]]> http://medicalsalesguru.com/the-changing-relevancy-of-the-medical-sales-representative/feed/ 1 Changing relevancy in medical sales What is making the medical sales representative irrelevant?  How can you remain relevant as a medical sales professional.  In this episode of The Medical Sales Guru Podcast, medical sales performance expert Mace Horoff describes what is changing and wh... What is making the medical sales representative irrelevant?  How can you remain relevant as a medical sales professional.  In this episode of The Medical Sales Guru Podcast, medical sales performance expert Mace Horoff describes what is changing and what you can do about it.  Is it worth 7 minutes of your time to stay ahead of the change or will you wait until it's too late? Mace Horoff no 7:38 Want the magic bullet for medical sales? It’s your ability to do this… http://medicalsalesguru.com/want-the-magic-bullet-for-medical-sales-its-your-ability-to-do-this/ http://medicalsalesguru.com/want-the-magic-bullet-for-medical-sales-its-your-ability-to-do-this/#comments Mon, 30 Jan 2012 10:15:45 +0000 Mace Horoff http://medicalsalesguru.com/?p=519 I get calls every week asking me how to handle different situations.  Most of the time, I have some suggestions, but no action that you take is guaranteed, except for, continuing to take action!  But you need to understand that the path ahead is not so clear and the magic bullet you’re looking for may never again exist.  Listen for more…

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]]> http://medicalsalesguru.com/want-the-magic-bullet-for-medical-sales-its-your-ability-to-do-this/feed/ 0 medical sales magic bullet I get calls every week asking me how to handle different situations.  Most of the time, I have some suggestions, but no action that you take is guaranteed, except for, continuing to take action!  But you need to understand that the path ahead is not so... I get calls every week asking me how to handle different situations.  Most of the time, I have some suggestions, but no action that you take is guaranteed, except for, continuing to take action!  But you need to understand that the path ahead is not so clear and the magic bullet you're looking for may never again exist.  Listen for more... Mace Horoff no 4:52 Want to win in medical sales? Be prepared to piss some people off! http://medicalsalesguru.com/want-to-win-in-medical-sales-be-prepared-to-piss-some-people-off/ http://medicalsalesguru.com/want-to-win-in-medical-sales-be-prepared-to-piss-some-people-off/#comments Sat, 21 Jan 2012 15:57:04 +0000 Mace Horoff http://medicalsalesguru.com/?p=514 I know…you have a demure personality.  You’re someone who only makes friends, not enemies.  Well, guess what…winning in medical sales means there will occasionally be people who don’t like you…and that’s okay, in fact, it’s necessary.  Listen for more….

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]]> http://medicalsalesguru.com/want-to-win-in-medical-sales-be-prepared-to-piss-some-people-off/feed/ 0 pissing people off I know...you have a demure personality.  You're someone who only makes friends, not enemies.  Well, guess what...winning in medical sales means there will occasionally be people who don't like you...and that's okay, in fact, it's necessary. I know...you have a demure personality.  You're someone who only makes friends, not enemies.  Well, guess what...winning in medical sales means there will occasionally be people who don't like you...and that's okay, in fact, it's necessary.  Listen for more.... Mace Horoff no 6:07 How to Un-Level the Playing Field in the New Era of Medical Sales “No Gift Giving” http://medicalsalesguru.com/how-to-un-level-the-playing-field-in-the-new-era-of-medical-sales-no-gift-giving/ http://medicalsalesguru.com/how-to-un-level-the-playing-field-in-the-new-era-of-medical-sales-no-gift-giving/#comments Wed, 07 Dec 2011 14:45:44 +0000 Mace Horoff http://medicalsalesguru.com/?p=508 Whether it’s the Holidays, or any other day of the year, if you sell to physicians, hospitals, clinics or wherever–you’re probably thrilled that the “No-Gift” policies of recent years have unburdened you and provided a level playing field. Guess what?  The playing field will never be level, nor should it be.  You should focus on unleveling the playing field every day.  Listen as Mace Horoff shares some thoughts on how how you can keep “gifting” your patients.

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]]> http://medicalsalesguru.com/how-to-un-level-the-playing-field-in-the-new-era-of-medical-sales-no-gift-giving/feed/ 0 level playing field medical sales,medical sales gifts Whether it's the Holidays, or any other day of the year, if you sell to physicians, hospitals, clinics or wherever--you're probably thrilled that the "No-Gift" policies of recent years have unburdened you and provided a level playing field. Guess what? Whether it's the Holidays, or any other day of the year, if you sell to physicians, hospitals, clinics or wherever--you're probably thrilled that the "No-Gift" policies of recent years have unburdened you and provided a level playing field. Guess what?  The playing field will never be level, nor should it be.  You should focus on unleveling the playing field every day.  Listen as Mace Horoff shares some thoughts on how how you can keep "gifting" your patients. Mace Horoff no 6:11 If you agree that The Patient Always Comes First, then why are you talking about YOU? http://medicalsalesguru.com/if-you-agree-that-the-patient-always-comes-first-then-why-are-you-talking-about-you/ http://medicalsalesguru.com/if-you-agree-that-the-patient-always-comes-first-then-why-are-you-talking-about-you/#comments Wed, 09 Nov 2011 12:36:05 +0000 Mace Horoff http://medicalsalesguru.com/?p=502 I always end each podcast with, “The patient always comes first.” Most medical reps agree with the sentiment, although few actually sell from this perspective.  Focusing on the patient needs to be more than just lip service! Listen to the podcast and learn how a patient-centered sales approach can make a huge difference in how you are perceived by your customers.

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]]> http://medicalsalesguru.com/if-you-agree-that-the-patient-always-comes-first-then-why-are-you-talking-about-you/feed/ 0 patient focused selling I always end each podcast with, "The patient always comes first." Most medical reps agree with the sentiment, although few actually sell from this perspective.  Focusing on the patient needs to be more than just lip service! I always end each podcast with, "The patient always comes first." Most medical reps agree with the sentiment, although few actually sell from this perspective.  Focusing on the patient needs to be more than just lip service! Listen to the podcast and learn how a patient-centered sales approach can make a huge difference in how you are perceived by your customers. Mace Horoff no 5:17 Customers treating your product as a commodity? Maybe it’s YOUR fault! http://medicalsalesguru.com/customers-treating-your-product-as-a-commodity-maybe-its-your-fault/ http://medicalsalesguru.com/customers-treating-your-product-as-a-commodity-maybe-its-your-fault/#comments Wed, 02 Nov 2011 13:34:52 +0000 Mace Horoff http://medicalsalesguru.com/?p=499 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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]]> http://medicalsalesguru.com/customers-treating-your-product-as-a-commodity-maybe-its-your-fault/feed/ 0 commodity,product commoditization 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. 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. Mace Horoff no 4:33 When You’re Customer Says, “I’ll Keep It in Mind.” http://medicalsalesguru.com/when-youre-customer-says-ill-keep-it-in-mind/ http://medicalsalesguru.com/when-youre-customer-says-ill-keep-it-in-mind/#comments Wed, 19 Oct 2011 09:52:27 +0000 Mace Horoff http://medicalsalesguru.com/?p=492 Healthcare professionals often have the same response when a sales representative presents a product that they find interesting or potentially useful.  The response is, “I’ll keep it in mind.”  Many medical sales representatives leave the next step up to the customer, which is a complete abdication of responsibility.  This week’s podcast addresses how and why you need to prepare for hearing these words ahead of time and why it’s all a part of YOUR job.

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]]> http://medicalsalesguru.com/when-youre-customer-says-ill-keep-it-in-mind/feed/ 0 follow up,I'll keep it in mind,planning the sales approach Healthcare professionals often have the same response when a sales representative presents a product that they find interesting or potentially useful.  The response is, "I'll keep it in mind."  Many medical sales representatives leave the next step up ... Healthcare professionals often have the same response when a sales representative presents a product that they find interesting or potentially useful.  The response is, "I'll keep it in mind."  Many medical sales representatives leave the next step up to the customer, which is a complete abdication of responsibility.  This week's podcast addresses how and why you need to prepare for hearing these words ahead of time and why it's all a part of YOUR job. Mace Horoff no 4:03 Some points about using scientific papers when selling to doctors and other clinicians http://medicalsalesguru.com/some-points-about-using-scientific-papers-when-selling-to-doctors-and-other-clinicians/ http://medicalsalesguru.com/some-points-about-using-scientific-papers-when-selling-to-doctors-and-other-clinicians/#comments Tue, 27 Sep 2011 17:24:47 +0000 Mace Horoff http://medicalsalesguru.com/?p=486 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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]]> http://medicalsalesguru.com/some-points-about-using-scientific-papers-when-selling-to-doctors-and-other-clinicians/feed/ 0 medical journals,scientific papers 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. 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. Mace Horoff no 7:03 How to Avoid Putting Doctors and Other Clinicians on Pedestals So You Can Sell Effectively http://medicalsalesguru.com/how-to-avoid-putting-doctors-and-other-clinicians-on-pedestals-so-you-can-sell-effectively/ http://medicalsalesguru.com/how-to-avoid-putting-doctors-and-other-clinicians-on-pedestals-so-you-can-sell-effectively/#comments Thu, 08 Sep 2011 18:53:24 +0000 Mace Horoff http://medicalsalesguru.com/?p=482 Sales reps often put customers on pedestals such that it makes it difficult to sell effectively.  Are you having trouble connecting with your customers in the clinical or other environment?  Listen to this edition of the Medical Sales Guru Podcast to understand why it happens and learn how to adopt a mindset to engage your customers and sell more effectively.

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]]> http://medicalsalesguru.com/how-to-avoid-putting-doctors-and-other-clinicians-on-pedestals-so-you-can-sell-effectively/feed/ 0 doctors on pedestals,medical sales mindset Sales reps often put customers on pedestals such that it makes it difficult to sell effectively.  Are you having trouble connecting with your customers in the clinical or other environment?  Listen to this edition of the Medical Sales Guru Podcast to u... Sales reps often put customers on pedestals such that it makes it difficult to sell effectively.  Are you having trouble connecting with your customers in the clinical or other environment?  Listen to this edition of the Medical Sales Guru Podcast to understand why it happens and learn how to adopt a mindset to engage your customers and sell more effectively. Mace Horoff no 8:19 Is it your products that your customers see as a commodity, or is it YOU? http://medicalsalesguru.com/is-it-your-products-that-your-customers-see-as-a-commodity-or-is-it-you/ http://medicalsalesguru.com/is-it-your-products-that-your-customers-see-as-a-commodity-or-is-it-you/#comments Wed, 17 Aug 2011 14:54:47 +0000 Mace Horoff http://medicalsalesguru.com/?p=476 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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]]> http://medicalsalesguru.com/is-it-your-products-that-your-customers-see-as-a-commodity-or-is-it-you/feed/ 0 Differentiating yourself,medical sales customer needs 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... 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. Mace Horoff no 8:25