Relationship building in medical sales — It’s not just about the buyer

Most medical sales professionals are great at building relationships with customers who can say “yes” to their products or sign a purchase order, but if these are the only people you are paying attention to, you  may be leaving money on the table.  In this edition of the Medical Sales Guru Podcast, Mace Horoff describes a situation where the sale was influenced by a hospital employee who is not normally involved in the buying process. Learn to adapt an easy habit that could one day pay huge dividends with your customers.

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How to deal with customers in medical sales who won’t commit

The customer who says he is interested.  The customer who says he will use your product or service.  The customer who tells you that he or she will keep you in mind.  But you never hear from them and any attempts to follow-up are fruitless.  How do you deal with the frustration of customers who won’t commit?  In this episode of the Medical Sales Guru Podcast,  Mace Horoff discusses some ways to find out if the customer is serious, or just wasting your time and emotional energy.

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Cold Calling Tips for Medical Sales

Love it or hate it, cold calling is often a necessary evil if you work in medical sales, and if you’re going to do it, you may as well get good at it.  If you’re willing to spend about eight minutes of your time, I’ll share with you some effective cold-calling tips that will make a difference in your  medical sales results.

Do me a favor — after you listen, please leave some comments about cold-calling in medical sales.  Let’s get a discussion going!

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If you’re in medical sales, what is your brand?

The word “branding” has become cliche, in fact, some medical sales professionals like to drop the term on their customers from time to time.  What is your brand?  It is not the logo on your business card, or the tag line in your brochure, or how much experience you had working in medicine in your previous career.  No, it’s something much more important than that.  Listen as Mace Horoff talks about your brand as a medical sales professional so you can communicate your brand if its a good one, or change it if it’s not.

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“Maybe’s” Don’t Help Anyone in Healthcare Sales

You’re in medical sales, pharmaceutical sales, biotechnology sales, durable medical equipment sales or other healthcare related sales and selling to healthcare professionals who can be somehwhat  intimidating, so when you walk out of a sales call with a “maybe” instead of a “no,” you feel pretty good about it.  But “maybe’s” won’t pay the mortgage, won’t help you hit quota, and don’t help the healthcare provider or the patient, so how should you handle “The Maybe?” In this  Medical Sales Guru Podcast, medical sales speaker, trainer, author and consultant Mace Horoff discusses the only sensible way to deal with “the maybe” so you know where you stand with your clinical customers after a sales call.

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Rejection – How do you handle it with your healthcare customers?

Everyone knows that if you’re in sales, handling rejection is a part of the job.  Some medical sales professionals have no problem dealing with rejection while others struggle and allow it to hold them back.  In this Medical Sales Guru Podcast, Mace Horoff looks at some of the ways to look at rejection and deal with it so it never interferes with your success.

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In Medical Sales, You Can Plan Like a Pilot, or Make it Up as You Go

Would you get on an airplane if the pilot did not have an absolute plan as to how he was going to get you to your destination?  Medical sales professionals, pharmaceutical sales executives, and others who sell in the life sciences industry too often “take-off” with just an idea as to where they want to go, and then try to figure out how to get there once they are already airborne.  In this edition of the medical sales guru podcast, Mace Horoff talks about why this is a bad approach and how you should plan your “trip” before you ever get in front of a clinical customer.

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If You’re in Medical Sales, Always Have an Alternate Plan

What do you do when you’re selling to a customer or servicing a customer and things don’t go as planned?  Do you just make it up as you go?  How would you feel if you were getting on an airplane with a pilot who took the same approach…”well, if something goes wrong, we’ll just figure it out…”  In this edition of the Medical Sales Guru Podcast, Mace Horoff discusses the essential requirement of being prepared for the what-ifs.

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How To Love Your Competition in Medical Sales

How do you feel about your competition?  Love them or hate them, few things can drive you towards success in medical sales like your competition.  In fact, you should give thanks for your competitors every day of your career.  Does this sound crazy?  Listen to this weeks Medical Sales Guru Podcast and you will learn to love your competition.

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Stop Showing Off – Let Your Customers Be The Experts

Sure, you need to be knowledgeable about your products and your industry, and you think your customers will be impressed when you show them how much you know!  Not so fast…While you may wow some of the medical professionals you call on with your photographic recall of clinical data that you just gleaned from your company’s recent training or updates, others will find you annoying and may decide not to do business with you.  In this edition of the Medical Sales Guru Podcast, Medical Sales speaker Mace Horoff relates an incident where he asked a surgeon a technical question and it created an adversarial situation.  If you haven’t been selling in medicine for a long period of time, this is some advice you don’t want to miss!

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The FREE Podcast for Medical Sales Professionals