All posts by Mace Horoff

Uncategorized

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

Audio

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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Uncategorized

How to Have a Better Year, Quarter, or Month in Medical Sales

Audio

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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Uncategorized

Detailing is Dead. Do this instead…

Audio

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! 

CHECKOUT OUR FACEBOOK PAGE
FOR  MORE MEDICAL SALES TIPS!

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Uncategorized

Call Notes – A Big Step Towards Beating the Competition in Medical Sales

Medical sales is a process.  A big part of that process is follow-up, but how do you follow-up if you can’t recall the specifics from your last sales conversation?

In this podcast, medical sales expert Mace Horoff discusses how to use call notes, whether you employ a CRM or not. This information is too important to miss!

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! 

CHECKOUT OUR FACEBOOK PAGE
FOR  MORE MEDICAL SALES TIPS!

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Podcast: Download (13.9MB)

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Customer Relationship Skills, Medical Sales Skills, Presentation Skills, Uncategorized

Don’t Try to Steal the Customer’s Power

As a medical sales speaker who spends a lot of time training aspiring and experienced medical sales representatives, I love it when sales reps use terms like “evidence-based selling.” Selling in healthcare certainly demands the ability to discuss scientific data, but there is a right way and a wrong way to do it. When you do it the wrong way,  what you’re doing is driving customers away instead of pulling them in. In this episode, medical sales performance expert Mace Horoff discusses how to stop killing sales with a faulty evidence-based medical sales approach.

Get my free SPECIAL REPORT: 7 Things Medical Reps Do to Kill Sales and How to Avoid Them.
This 10 page report can save you and your sales team from repeating stupid mistakes that are costing you big.

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Competition, Medical Sales Skills, Presentation Skills

The Risks of Intuitive Selling in Medical Sales

Audio

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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Podcast: Download (20.2MB)

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Sales Motivation, Uncategorized

Selling Multiple Products to Every Customer is Smart Business

Did a customer ever suggest  you were “being greedy” when trying to sell additional products and services? Here’s why you shouldn’t be complacent about expanding your business with customers just because they’re already buying a lot from you.  Selling as many products as possible to every customer doesn’t make you greedy, it makes you smart. This weeks podcast explains why it’s not only good for your wallet, but why it’s good for your business.

Get my free SPECIAL REPORT: 7 Things Medical Reps Do to Kill Sales and How to Avoid Them.
This 10 page report can save you and your sales team from repeating stupid mistakes that are costing you big.

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Podcast: Download (13.3MB)

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Medical Sales Planning, Sales Productivity, Uncategorized

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

Audio

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! 

Play

Podcast: Download (16.7MB)

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Uncategorized

Selling Around the GPO Obstacle in Medical Sales

One of the things I’m most commonly asked about is how to deal with GPOs and other corporate contracts when they become an obstacle to the sale. Listen to this episode if you want to learn about the key activities you must focus on if you want to succeed in an environment where corporate contracts are the norm.

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! 

Play

Podcast: Download (24.8MB)

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Medical Sales Planning, Medical/Healthcare Sales Time Management, Sales Productivity, Uncategorized

How an Intense Sales Focus Solves All Problems in Medical Sales

Audio

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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