Medical sales is a relationship business, but there are many medical sales professionals who spend too much time being a “friend” and not enough time helping their “friends” achieve better clinical outcomes by getting their products into the customer’s hands. In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the pitfalls of becoming a “professional visitor” and creating a mindset to avoid the trap.
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The customer who says he is interested. The customer who says he will use your product or service. The customer who tells you that he or she will keep you in mind. But you never hear from them and any attempts to follow-up are fruitless. How do you deal with the frustration of customers who won’t commit? In this episode of the Medical Sales Guru Podcast, Mace Horoff discusses some ways to find out if the customer is serious, or just wasting your time and emotional energy.
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Love it or hate it, cold calling is often a necessary evil if you work in medical sales, and if you’re going to do it, you may as well get good at it. If you’re willing to spend about eight minutes of your time, I’ll share with you some effective cold-calling tips that will make a difference in your medical sales results.
Do me a favor — after you listen, please leave some comments about cold-calling in medical sales. Let’s get a discussion going!
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You’re in medical sales, pharmaceutical sales, biotechnology sales, durable medical equipment sales or other healthcare related sales and selling to healthcare professionals who can be somehwhat intimidating, so when you walk out of a sales call with a “maybe” instead of a “no,” you feel pretty good about it. But “maybe’s” won’t pay the mortgage, won’t help you hit quota, and don’t help the healthcare provider or the patient, so how should you handle “The Maybe?” In this Medical Sales Guru Podcast, medical sales speaker, trainer, author and consultant Mace Horoff discusses the only sensible way to deal with “the maybe” so you know where you stand with your clinical customers after a sales call.
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Would you get on an airplane if the pilot did not have an absolute plan as to how he was going to get you to your destination? Medical sales professionals, pharmaceutical sales executives, and others who sell in the life sciences industry too often “take-off” with just an idea as to where they want to go, and then try to figure out how to get there once they are already airborne. In this edition of the medical sales guru podcast, Mace Horoff talks about why this is a bad approach and how you should plan your “trip” before you ever get in front of a clinical customer.
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What do you do when you’re selling to a customer or servicing a customer and things don’t go as planned? Do you just make it up as you go? How would you feel if you were getting on an airplane with a pilot who took the same approach…”well, if something goes wrong, we’ll just figure it out…” In this edition of the Medical Sales Guru Podcast, Mace Horoff discusses the essential requirement of being prepared for the what-ifs.
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Sure, you need to be knowledgeable about your products and your industry, and you think your customers will be impressed when you show them how much you know! Not so fast…While you may wow some of the medical professionals you call on with your photographic recall of clinical data that you just gleaned from your company’s recent training or updates, others will find you annoying and may decide not to do business with you. In this edition of the Medical Sales Guru Podcast, Medical Sales speaker Mace Horoff relates an incident where he asked a surgeon a technical question and it created an adversarial situation. If you haven’t been selling in medicine for a long period of time, this is some advice you don’t want to miss!
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Dealing with pricing issues is one of the least welcome tasks for most medical sales professionals — and too many sales reps try to put it to rest by just bending over and offering the customer the lowest possible price! While this is impossible to cover in any depth in only ten minutes, Mace Horoff discusses some ideas on how to be prepared to deal with the pricing issues that medical sales professionals must deal with on a daily basis. Don’t ever think you’re prepared for a sales presentation unless you already have a strategy in mind on how to address pricing issues so that your product or service seems the better choice regardless of price.
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Clear communications are essential in any environment. But in medicine, a message that is misunderstood can have dire consequences. Busy professionals often communicate quickly, and at times incompletely. In this episode of the Medical Sales Guru podcast, Mace Horoff discusses the pitfalls of communicating with healthcare professionals and how to avoid misunderstandings that can ruin your career or even land you in court.
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Healthcare providers and institutions resist change — and for good reason. How do you uncover the best opportunities to discuss your medical product or service where your prospects and customers are most interested? In this edition of the Medical Sales Guru Podcast, Mace talks about how to find openings for meaningful sales calls.
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