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.
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.
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!
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.
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.
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.
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.
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!
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.