Recently, I had the honor of being interviewed by Donald Kelly, The Sales Evangelist. Donald asked some killer questions about sales and I think my answers will help you in your sales efforts. I’m talking pretty fast so there’s a lot of content here!
I encourage you to subscribe to The Sales Evangelist Podcast on iTunes (free) or listen to the interview HERE (free) at The Sales Evangelist website.
Face it–if it hasn’t happened yet, it will. I’m talking about something bad happening that results from an error or omission on your part. What should you do? That’s exactly what I talk about in this episode of the Medical Sales Guru Podcast.
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The outcome of many sales calls in medical sales is defined before you’re even in front of the customer. In fact, that outcome is often defined while you’re sitting in your car in the parking lot. Here’s some ideas so you don’t sabotage yourself with the stupid mind games too many sales representatives play in the parking lot.
Podcast: Download (5.7MB)
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Sales and marketing managers talk about the importance of product positioning. Sales representatives nod in agreement—and then most fail to position their products or services effectively. What is product positioning, why is it important, and what is the best way to do it when selling in healthcare? In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses effective product positioning so you can engage your prospects and customers in ways that make them want to buy!
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Funny thing…when medical sales representatives go on sales calls, they want to talk about their products. Makes sense, but of course, as you pros know, talking about your product right away is not a good idea. So…what should you talk about? Listen as Mace discusses the best possible answer to that question.
Podcast: Download (4.5MB)
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If you’re in medical sales, you’ve heard the term “account penetration.” What does that mean to you? Why is it important? Want to know what happens when you don’t stay focused on it every day? Listen as Mace describes a scenario that plays out in healthcare every day. You can avoid it, or you can be a victim. Listen now!
Podcast: Download (5.3MB)
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When it comes down to it, there are many moving parts that go into being a successful medical sales professional. Most reps work on several of the key elements early in their careers, then they let one of the most, if not THE most critical element slide. It’s true that you often have to take risks to succeed, but too many reps take a huge risk by avoiding what is discussed here. If you’re competition is doing this and you’re not—you’re toast! In this podcast, Mace Horoff describes the one thing you can’t ignore if you ever plan on being the top player.
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Ever lose business? I’ll bet you act like it wasn’t your fault, and in all fairness, maybe it wasn’t, but then again…
Medical reps offer up a lot of excuses when they lose business; some are valid, but many are rather contrived. Listen as Mace Horoff shares some research as to why customers really leave and what you can do about it.
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Maybe you’re at the top of your game now, but will you be tomorrow? If you’re waiting for healthcare to change so you can change with it, you might be too late. Listen as Mace Horoff describes the fall from grace of a successful medical sales professional and how you avoid a similar fate.
Podcast: Download (6.2MB)
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(Note: Also available on video here).
One of the common questions I hear at my seminars is, “What do you do when the customer is good friends with the competition?” My answer is always the same, “Sell to him/her!” Here’s why and here’s how. Listen to the podcast.
Podcast: Download (3.5MB)
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