Medicine is fraught with risk. Life has risk. Everything, at some level has risk…but risk avoidance doesn’t drive success. In this Medical Sales Guru Podcast, Mace talks about some of the common risks expressed by medical sales representatives and how to shift the focus onto something that you need to be focused on even more.
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What is making the medical sales representative irrelevant? How can you remain relevant as a medical sales professional. In this episode of The Medical Sales Guru Podcast, medical sales performance expert Mace Horoff describes what is changing and what you can do about it. Is it worth 7 minutes of your time to stay ahead of the change or will you wait until it’s too late?
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I get calls every week asking me how to handle different situations. Most of the time, I have some suggestions, but no action that you take is guaranteed, except for, continuing to take action! But you need to understand that the path ahead is not so clear and the magic bullet you’re looking for may never again exist. Listen for more…
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I know…you have a demure personality. You’re someone who only makes friends, not enemies. Well, guess what…winning in medical sales means there will occasionally be people who don’t like you…and that’s okay, in fact, it’s necessary. Listen for more….
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Whether it’s the Holidays, or any other day of the year, if you sell to physicians, hospitals, clinics or wherever–you’re probably thrilled that the “No-Gift” policies of recent years have unburdened you and provided a level playing field. Guess what? The playing field will never be level, nor should it be. You should focus on unleveling the playing field every day. Listen as Mace Horoff shares some thoughts on how how you can keep “gifting” your patients.
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I always end each podcast with, “The patient always comes first.” Most medical reps agree with the sentiment, although few actually sell from this perspective. Focusing on the patient needs to be more than just lip service! Listen to the podcast and learn how a patient-centered sales approach can make a huge difference in how you are perceived by your customers.
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I consult with some of the greatest and most innovative medical companies in the world, yet invariably, a sales representative will ask, “How do you deal with customers who treat your product like a commodity.” My answer is usually something along the lines of, “Well, stop creating that perception!” As you can imagine, that often garners a surprised and even an angry look. If you want to know how this is happening and why YOU might be at fault, I lay it out here in this podcast episode.
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Healthcare professionals often have the same response when a sales representative presents a product that they find interesting or potentially useful. The response is, “I’ll keep it in mind.” Many medical sales representatives leave the next step up to the customer, which is a complete abdication of responsibility. This week’s podcast addresses how and why you need to prepare for hearing these words ahead of time and why it’s all a part of YOUR job.
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Do you use scientific papers and references from medical journals during your sales conversations? Use them if you have them, and if it makes sense to do so. But if you do, there are a few things you need to be aware of. This is not a discussion of how exactly to cite scientific data during a sales conversation, but more of a tactical approach on what to do and what to avoid. Let me know what you think by posting some comments below on the www.medicalsalesguru.com page under this podcast.
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Sales reps often put customers on pedestals such that it makes it difficult to sell effectively. Are you having trouble connecting with your customers in the clinical or other environment? Listen to this edition of the Medical Sales Guru Podcast to understand why it happens and learn how to adopt a mindset to engage your customers and sell more effectively.
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