What is making the medical sales representative irrelevant? How can you remain relevant as a medical sales professional. In this episode of The Medical Sales Guru Podcast, medical sales performance expert Mace Horoff describes what is changing and what you can do about it. Is it worth 7 minutes of your time to stay ahead of the change or will you wait until it’s too late?
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I get calls every week asking me how to handle different situations. Most of the time, I have some suggestions, but no action that you take is guaranteed, except for, continuing to take action! But you need to understand that the path ahead is not so clear and the magic bullet you’re looking for may never again exist. Listen for more…
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I know…you have a demure personality. You’re someone who only makes friends, not enemies. Well, guess what…winning in medical sales means there will occasionally be people who don’t like you…and that’s okay, in fact, it’s necessary. Listen for more….
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Whether it’s the Holidays, or any other day of the year, if you sell to physicians, hospitals, clinics or wherever–you’re probably thrilled that the “No-Gift” policies of recent years have unburdened you and provided a level playing field. Guess what? The playing field will never be level, nor should it be. You should focus on unleveling the playing field every day. Listen as Mace Horoff shares some thoughts on how how you can keep “gifting” your patients.
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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.
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Sales reps often put customers on pedestals such that it makes it difficult to sell effectively. Are you having trouble connecting with your customers in the clinical or other environment? Listen to this edition of the Medical Sales Guru Podcast to understand why it happens and learn how to adopt a mindset to engage your customers and sell more effectively.
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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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Sales reps who are just starting in medical sales, especially those with “baby faces” who just got out of college (or just look like they did) often need to overcome the credibility issue of limited experience. New medical sales representatives sometimes find that their “youth and inexperience” keeps their clinical customers from taking them or their products seriously. Even if you’re not that young, you still might come off as inexperienced. Here’s how to avoid that.
And make sure you don’t get caught MSU! If you don’t know what that is, you MUST listen to this podcast!
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If the title of this podcast seems ridiculous to you and you’re wondering who would ever approach a doctor with a pitch like that, you might want to look in the mirror! Sales reps approach health care buyers way too often with any one of a number of approaches that essentially say the same thing. If you want an idea on how to better connect with your decision-makers, listen to this podcast episode.
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When it comes to selling on a level playing field in the medical sales arena, most reps struggle with their toughest competition. The competition? Do you think it’s a company? A sales rep? A product? Guess what…most of the time, it’s none of these. You compete against something that is often tougher and harder to sell against. What is it? Let’s see if you know what it is and more importantly, how to compete against your toughest competitor.
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