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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Most medical sales professionals are great at building relationships with customers who can say “yes” to their products or sign a purchase order, but if these are the only people you are paying attention to, you may be leaving money on the table. In this edition of the Medical Sales Guru Podcast, Mace Horoff describes a situation where the sale was influenced by a hospital employee who is not normally involved in the buying process. Learn to adapt an easy habit that could one day pay huge dividends with your customers.
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The word “branding” has become cliche, in fact, some medical sales professionals like to drop the term on their customers from time to time. What is your brand? It is not the logo on your business card, or the tag line in your brochure, or how much experience you had working in medicine in your previous career. No, it’s something much more important than that. Listen as Mace Horoff talks about your brand as a medical sales professional so you can communicate your brand if its a good one, or change it if it’s not.
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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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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.
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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.
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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.
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