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.
Everyone knows that if you’re in sales, handling rejection is a part of the job. Some medical sales professionals have no problem dealing with rejection while others struggle and allow it to hold them back. In this Medical Sales Guru Podcast, Mace Horoff looks at some of the ways to look at rejection and deal with it so it never interferes with your success.
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.
When you give a medical sales presentation to a prospect or customer, who is the presentation about? The question is not WHAT, but WHO is it about. Too many sales reps make the presentation about themselves, their companies, and their products and truthfully…your prospect can care less. In this edition of the Medical Sales Guru Podcast, Mace Horoff describes WHO the presentation needs to be about and why.