I had a student who was concerned about one of his doctor-customer’s opinion about the value of a good sales presentation. When you deliver a good sales presentation, your customer should not recognize it as you trying to sell him/her something. Here’s why it doesn’t matter what the doctor thinks–what matters is the outcome.
Podcast: Download (6.5MB)
Subscribe: Apple Podcasts | RSS
The medical sales landscape is changing, and it is critical that you change along with it. One of the more pressing challenges for medical sales professionals is the increasing need to sell to the C-Suite at the hospital along with the complexities of selling to product evaluation and technology assessment committees. In this podcast episode, Mace Horoff describes why this change is occurring and what you must do to not only grow your sales, but also to hold onto the business that you have.
Podcast: Download (4.5MB)
Subscribe: Apple Podcasts | RSS
Have you ever walked into a customer and demand that they buy your product because it’s on a GPO or IDN contract? If you have tried to do this with a physician, the response you received may have left a visible mark! In this episode of the Medical Sales Guru podcast, we discuss an approach to avoid angering your physician customers when your sales efforts are supported with a buying contract.
Podcast: Download (3.9MB)
Subscribe: Apple Podcasts | RSS
Consultative Selling — the term has become cliche…everyone in medical sales knows the term and says it, but the reality is not everyone is doing it! The challenges of selling to healthcare customers can create an environment and mindset where consultative selling is difficult. In this edition of The Medical Sales Guru Podcast, Mace Horoff addresses the main cause of “the gap” and talks about what you need to do to avoid being perceived as just another product-pusher as opposed to a valued link in the chain of patient care.
Podcast: Download (5.6MB)
Subscribe: Apple Podcasts | RSS
We hear this question often from people who are just beginning their medical sales careers: “What do you do when customers act like they’re better than you?” If you have never had it happen, you’re probably doing all the right things…or you just weren’t paying attention! It’s not necessarily a bad thing when it happens, in fact, it may be an opportunity. Mace Horoff discusses the frequent causes when medical professionals attempt to let sales people know who the real authority is and how to handle it.
Podcast: Download (4.2MB)
Subscribe: Apple Podcasts | RSS
Your healthcare customers demand attention to detail from the vendors with whom they do business, but there is one thing you MUST do if you want to maximize your sales results and meet their expectations. Do you know what it is? In this edition of The Medical Sales Guru Podcast, Mace Horoff describes an essential habit that can separate the true medical sales professionals from the wannabe’s.
Podcast: Download (6.1MB)
Subscribe: Apple Podcasts | RSS
You might have been told you have beautiful eyes, but your healthcare provider customers and prospects don’t give a darn about your I’s! Don’t take it personally…this is a common mistake that so many medical sales reps repeat day in and day out and they are doing little to differentiate themselves from their competitors. In this edition of the Medical Sales Guru Podcast, Mace Horoff discusses why you need to break this sales-killing habit if you’re guilty.
Podcast: Download (4.9MB)
Subscribe: Apple Podcasts | RSS
You’ve been to training. You know your medical, dental, or pharmaceutical product or service inside and out. You have rehearsed and perfected the sales presentation and you feel that you deliver it perfectly. However, you’re not closing many sales with healthcare professionals. What’s wrong? Maybe it’s what’s in your head and if you want to move forward with your product or service, you need to fix this first.
Podcast: Download (5.4MB)
Subscribe: Apple Podcasts | RSS
It’s a New Year and you’re ready to tear it up in your medical sales territory…well, your competition has other ideas. Listen as Mace Horoff describes how your medical sales competition is conspiring to eat your lunch over the next twelve months.
Podcast: Download (6.1MB)
Subscribe: Apple Podcasts | RSS
Has it ever happened to you in your medical sales career where your customer asked you for one thing and you delivered something else, or vice versa? Miscommunications in medicine can be harmful to the patient and harmful to your business. In this edition of Medical Sales Guru Podcast, Mace Horoff discusses a simple way to be a professional, deliver the right thing for the patient and healthcare provider, and CYA. It’s usually not a question of if a miscommunication will bite you in medical sales, but when. Here’s how to prevent it from happening.
Podcast: Download (5.8MB)
Subscribe: Apple Podcasts | RSS
