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Medical Sales: When Your Product Isn’t As Good As The Competition’s

What do you do when your competitor has what is considered to be a truly better product?  Do you give up, stop trying and look for a sales job with a company that has better products?

Hell no!  No company will ever have the best product on the market in every category. And even if they do, it’s only a matter of time until a competitor comes up with something better.

As a medical sales professional, your job is to sell “what you got!”

Spend 18 minutes with medical sales expert Mace Horoff as he describes some proven methods for selling products that might not be as good as those your competitors offer.

Would you like a step-by-step blueprint for medical sales success? Click here to learn how Medical Sales Academy’s virtual training and support membership can  help you maximize sales and commission dollars all year long. 
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How to Have a Better Year, Quarter, or Month in Medical Sales

My apologies for the length of time since my last podcast. After 17 years in the same place, I moved my home and my office. Truth be told, my new studio isn’t even set up yet–this was recorded using a portable recorder. While the sound quality is generally good, it’s a little rough in spots. But the content is dead on!

I recorded this podcast at the end of 2015, but the advice is timeless. If you want to have better results moving forward, it’s about being able to deliver needed value to your customers. I dissect this a bit and provide some examples of how you can add value, because once you do…you’re going to sell more and earn more.

If you have any thoughts of your own to add, please leave a comment below (and don’t be shy about being the first).

I’m here to help you kick butt over the next year, that is, if you take action on the time-tested advice I share with you here. Listen now and stay tuned for more.

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Detailing is Dead. Do this instead…

Few things make my stomach tighten like when someone refers to medical sales professionals as “detail-people.” Yet, I must confess,  most medical sales reps I encounter don’t sell, they detail. If you’re a detailer (and there is a high probability you are), you need to stop. Detailing is dead! It’s time to take a professional approach as described in this episode of The Medical Sales Guru Podcast.

Download the FREE resource guide:
Secrets of Positioning Products and Services
to Healthcare Providers and Institutions”
It includes a step-by-step exercise that walks you through a positioning strategy for any healthcare product or service.  This could literally be worth thousands of dollars to you! 

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The Risks of Intuitive Selling in Medical Sales

Most of the medical sales representatives I have met sell intuitively. In other words, their sales strategies and tactics are based on what they think will work. This is a dangerous way to sell to healthcare providers and institutions.

In this podcast, Mace Horoff gets into more depth in this topic that he wrote about recently in The Medical Sales Blog. Learn about the alternative to intuitive selling and why you should consider it for long term medical sales success.

Product Positioning is NOT intuitive!
Download the FREE resource guide: 

Secrets of Positioning Products and Services
to Healthcare Providers and Institutions”
It includes a step-by-step exercise that walks you through a positioning strategy for any healthcare product or service.  This could literally be worth thousands of dollars to you! 

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Get in front of customers by showing up instead of calling for an appointment

Do you spend time calling doctors offices or hospital employees for appointments? How’s that working for you?

If it’s not going as well as you would like, listen to this week’s podcast. Mace shares some important thoughts about getting past the gatekeeper to see prime customers and how to do this in person vs. over the phone.

Here’s a related article (but there’s more detail in the podcast).

Download the FREE resource guide: 
Secrets of Positioning Products and Services
to Healthcare Providers and Institutions”
It includes a step-by-step exercise that walks you through a positioning strategy for any healthcare product or service.  This could literally be worth thousands of dollars to you! 

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How an Intense Sales Focus Solves All Problems in Medical Sales

If you’re in medical sales, there are more reasons to develop an intense sales focus besides just making more sales.

Welcome to the world of medical sales. Your world is complicated, competitive, and compromised. Your sales numbers might look good right now, but in your heart, you know you’re not making the sales effort that your company expects and you’re income isn’t increasing as you would like.

What is the cause and how do you solve it?

In this session, Mace Horoff reveals many of the daily challenges that compete with your ability to sell more. He also offers some valuable insight on how you can gain control, and even more importantly, why this will benefit you in ways beyond just making more sales.

If you’re ready to sell more, secure your business, and become a hero to your customers and managers without working harder, this podcast is for you!

Thanks for listening to The Medical Sales Guru Podcast.

Want to know 7 Things That Medical Reps Do to Kill Sales and How to Avoid Them? CLICK HERE to download a FREE 10 page report that can save you from years of frustration and wasted effort.

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A Discussion of Things That Affect Medical Sales Performance

This is a relaunch of The Medical Sales Guru Podcast. In this episode, Mace discusses many factors that affect your medical sales performance such as:

  • Why podcasts are valuable to medical sales reps
  • What you need to do to learn the skills and content to sell more effectively
  • Why you need to understand how your customers learn so you know how to sell to them
  • How to pressure-proof your presentations
  • Knowing who your real competitor is
  • How to stop working for free (which you might do on occasion, even though you’re collecting a paycheck)
  • Why you didn’t get into medical sales to make a living (it’s not what you think…listen and see if you agree)
  • Why you need to invest in your own success or you’re in big trouble
  • Why what you know doesn’t matter

Thanks for listening to The Medical Sales Guru Podcast.

Want to know 7 Things That Medical Reps Do to Kill Sales and How to Avoid Them? CLICK HERE to download a FREE 10 page report that can save you from years of frustration and wasted effort.

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