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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How to Get What You Want from Your Company, Your Boss and Support Staff in Medical Sales

I get frequent calls from medical sales people wanting my advice on how to ask for additional territory, additional inventory or equipment, additional sales support personnel, and other requests to management.  The key to getting what you want is amazingly simple, but it’s going to take some work on your part.  Listen to the podcast to learn the secrets of getting  your company, your boss and support staff to give you what you want.

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How Your Medical Sales Competition Is Going to Beat You This Year

It’s a New Year and you’re ready to tear it up in your medical sales territory…well, your competition has other ideas.  Listen as Mace Horoff describes how your medical sales competition is conspiring to eat your lunch over the next twelve months.

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You Can’t Succeed in Medical Sales without Work-Life Balance

Successful medical sales professionals are focused on their business.  They commit to doing the right stuff, day after day.  But if you don’t take care of yourself and the people in your life, you could pay a huge price.  In this edition of the Medical Sales Guru Podcast, Mace talks about the importance of work-life balance and his own experience with ignoring it early in his career.  Enjoy the podcast, and happy holidays!

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In Medical Sales, Put It In Writing

Has it ever happened to you in your medical sales career where your customer asked you for one thing and you delivered something else, or vice versa?  Miscommunications in medicine can be harmful to the patient and harmful to your business.  In this edition of Medical Sales Guru Podcast, Mace Horoff discusses a simple way to be a professional, deliver the right thing for the patient and healthcare provider,  and CYA.  It’s usually not a question of if a miscommunication will bite you in medical sales, but when.  Here’s how to prevent it from happening.

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Don’t Be a Professional Visitor in Medical Sales

Medical sales is a relationship business, but there are many medical sales professionals who spend too much time being a “friend” and not enough time helping their “friends” achieve better clinical outcomes by getting their products into the customer’s hands.  In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the pitfalls of becoming a “professional visitor” and creating a mindset to avoid the trap.

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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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The FREE Podcast for Medical Sales Professionals