If You’re in Medical Sales, Always Have an Alternate Plan

What do you do when you’re selling to a customer or servicing a customer and things don’t go as planned?  Do you just make it up as you go?  How would you feel if you were getting on an airplane with a pilot who took the same approach…”well, if something goes wrong, we’ll just figure it out…”  In this edition of the Medical Sales Guru Podcast, Mace Horoff discusses the essential requirement of being prepared for the what-ifs.


2 thoughts on “If You’re in Medical Sales, Always Have an Alternate Plan”

  1. Great stuff–felt like I was there. Making these adjustments comes with a lot of experience. It would be interesting to hear what you personally have done in some of these situations (good or bad). i.e. do you carry a 2nd set of a device?

    Thanks again

  2. I would always have backups when possible, but the idea is to have a back-up plan regardless. Many sales reps just hope they won’t find themselves in a situation where a piece of equipment or instrument has failed, etc. Hope is not a plan!

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