Category Archives: Sales Motivation

In Medical Sales, Don’t Be Too Busy to Win

Audio January 25, 2018 Mace Horoff Leave a comment

Everyone in medical sales thinks about making it to the upper levels of the profession. What separates the achievers from the wannabes?

The achievers aren’t “too busy to win.”

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Sales Motivation, Sales Productivity, Uncategorized

Should You Focus on The Cash in Medical Sales? Yes…and No.

Audio September 14, 2016 Mace Horoff Leave a comment

Let’s be honest…you probably didn’t get into medical sales only to make the world a better place. Yes, I know – you have altruistic motives, but high-income potential is what often draws people into the industry.

As a medical sales representative, should you focus on cash?

Yes. And no. I explain in this podcast. I also provide a quick way to prioritize customers in your territory.

Listen to The Medical Sales Guru Podcast with Mace Horoff by clicking on the player below or by searching for Medical Sales Guru on iTunes.

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Customer Relationship Skills, Sales Motivation, Uncategorized

Medical Sales: The Mission Mindset Trumps Relationships

Audio September 7, 2016 Mace Horoff Leave a comment

Ask medical sales representatives to define what’s most important for success, and you’re likely to hear some common answers. One thing you’ll hear for sure is “relationships.” Yes, relationships are important, but nothing is more important than mission clarity. In fact, relationships matter very little if you and your customers stay focused on the mission objective.

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Sales Motivation, Uncategorized

Selling Multiple Products to Every Customer is Smart Business

July 16, 2015 Mace Horoff Leave a comment

Did a customer ever suggest you were “being greedy” when trying to sell additional products and services? Here’s why you shouldn’t be complacent about expanding your business with customers just because they’re already buying a lot from you. Selling as many products as possible to every customer doesn’t make you greedy, it makes you smart. This weeks podcast explains why it’s not only good for your wallet, but why it’s good for your business.

Get my free SPECIAL REPORT: 7 Things Medical Reps Do to Kill Sales and How to Avoid Them.
This 10 page report can save you and your sales team from repeating stupid mistakes that are costing you big.

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Medical Sales Planning, Sales Motivation, Uncategorized

Medical Sales Mind Games in the Parking Lot

April 2, 2014 Mace Horoff Leave a comment

The outcome of many sales calls in medical sales is defined before you’re even in front of the customer. In fact, that outcome is often defined while you’re sitting in your car in the parking lot. Here’s some ideas so you don’t sabotage yourself with the stupid mind games too many sales representatives play in the parking lot.

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Sales Motivation, Uncategorized

When medical sales reps focus on the wrong risk

April 23, 2012 Mace Horoff Leave a comment

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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Medical Sales Skills, Presentation Skills, Sales Motivation, Sales Productivity, Uncategorized

How Average Medical Sales Reps Become Great Ones

July 27, 2011 Mace Horoff Leave a comment

Do you do all that things it takes to win at medical sales? Are you sure? In this podcast, I discuss the one thing that great performers do regularly and consistently. If you don’t do this, you’re not fully in the game. What is it? It’s the missing link, and it’s huge!

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Customer Relationship Skills, Customer Service, Sales Motivation

When Customers Just “Like You as a Friend” and Allow You to Service the Hell Out of Them: How to Take Your Medical Sales to the Next Level

January 4, 2011 Mace Horoff Leave a comment

If you’ve been providing your healthcare customers with great service and it’s not bringing you the business you expect, here’s what you need to do–STOP!….that is, if they won’t reciprocate with more opportunities for you to grow your business. Service is critically important, but you’re in the SALES business, not the SERVICE business. Maybe you just need to change your thinking and then change your approach so that you can go beyond just being a “friend” to your customer. Start the year right by adopting a new attitude that will move your business in an upward directions.

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Sales Motivation, Uncategorized

If you could only focus on one thing to win in medical sales, what would it be?

June 29, 2010 Mace Horoff Leave a comment

Medical sales professionals wear many hats, providing a multitude of services for their customers and their customer’s patients. If you had to choose one area to focus your energies and attention in order to achieve the greatest return on your effort, what would that be? In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the one area where you must maintain a focus because this is the one area that won’t take care of itself.

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Customer Relationship Skills, Professional Behavior, Sales Motivation, Uncategorized

Medical Sales During an Economic Downturn…What Should You Do?

March 16, 2010 Mace Horoff Leave a comment

Whether the economy is good or bad, people will always need health care, but the current economic conditions have some medical sales reps crying the blues while others are having their best year ever. Much of it depends on which segment of the market you sell in, but either way, there are things you must do and continue to do if you want to survive and thrive. In this episode of The Medical Sales Guru Podcast, medical sales speaker Mace Horoff discusses a few best practices to get through these challenging times.

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Get a FREE Video Mini Training Course: “How to Create & Sell Irresistible Value in Medical Sales.” CLICK HERE FOR FREE COURSE ACCESS

Get my free SPECIAL REPORT: 7 Things Medical Reps Do to Kill Sales and How to Avoid Them. This 10 page report can save you and your sales team from repeating stupid mistakes that are costing you big.

The FREE Podcast for Medical Sales Professionals

Get a FREE Video Mini Training Course:
“How to Create & Sell Irresistible Value in Medical Sales.”
CLICK HERE FOR FREE COURSE ACCESS

Get my free SPECIAL REPORT: 7 Things Medical Reps Do to Kill Sales and How to Avoid Them.
This 10 page report can save you and your sales team from repeating stupid mistakes that are costing you big.