Category Archives: Medical Sales Skills

Why You’re Probably Positioning Your Product Wrong and How to Fix It

I love sitting in the lobby bar the evening before a sales meeting where I’m presenting. I often get to overhear salespeople and their managers talking about the finer points of salesmanship. They often say things such as, “You have to ask for the business” or “Sales is a relationship business.”

A common piece of rhetoric is, “You have to position your product effectively.”  That is a very true statement. In fact, it’s one with which the listeners of this advice always nod in agreement…only they don’t do it.

The next day during the customized medical sales seminar, when the topic of positioning comes up, most people are clueless. Few people can define it. Even fewer can actually position their product in a specific and effective way.

But there’s hope…and this week’s Medical Sales Guru podcast will at least get you thinking about how you can position your products more specifically and effectively. The better you position your product, the more sales you’re going to make.

Listen to the podcast and then please leave a comment below. Thanks.


The truth about closing, follow-up & not wasting your time in medical sales

Have you ever made a sales call that seemed to go great. The doctor or other HCP seemed truly interested and said s/he would be in touch. Then they never call. And when you try to follow up, they block you. The HCP won’t return your calls and emails, the receptionist won’t let you in or give you an appointment. What happened? What changed? How can you prevent this from happening in the future? Don’t blame the customer when you’re the one at fault. The good news is that the stress and frustration associated with this scenario can be avoided.

It’s all here in this episode of the Medical Sales Guru Podcast.


Medical Sales: Positioning is Everything

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!


Medical Sales Conversations That Sell: What Should You Talk About?

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.


The Number One Way Medical Reps Allow Their Competition to Beat Them

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.


Do you think you’ll sell more if you become a better closer? I doubt it!

Medical sales reps often say that the secret to success in medical sales is becoming a “good closer.”  REALLY?  I don’t think so!  In this episode of the medical sales guru podcast Mace Horoff describes why that won’t work for you and what you need to do instead.  It’s time to put that old conventional wisdom to rest.  Listen now…


If you agree that The Patient Always Comes First, then why are you talking about YOU?

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.


Customers treating your product as a commodity? Maybe it’s YOUR fault!

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.


When You’re Customer Says, “I’ll Keep It in Mind.”

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.