Category Archives: Professional Behavior

Be a Professional! What Does That Mean in Medical Sales?

You’ve heard it from medical sales recruiters.  You’ve heard it from your manager.  You’ve heard it from your medical sales colleagues.  “Be a professional!”  It sounds like good advice…in fact, it is!  But what exactly does it mean?  In this weeks podcast, Mace Horoff describes the attributes of professional behavior as it relates to medical sales.  Listen and assess yourself to see if you measure up to the standards of professional behavior for the medical sales profession.


Don’t Insult Your Healthcare Prospects by Asking the Wrong Questions

Every medical sales rep knows to ask probing questions. Make sure you are not asking probing questions that a medical professional might find insulting! One of the worst ones is, “Doctor, tell me about the biggest challenges you have when you are …..?” Mace Horoff, medical sales speaker, trainer, and consultant offers some thoughts on why a question like this can be perceived as insulting to a medical professional and then suggests a more subtle, non-insulting approach to uncover the information you need before trying to offer a solution.