Medical Sales Skills, Presentation Skills, The Complex Medical Sale, Uncategorized

Why You’re Probably Positioning Your Product Wrong and How to Fix It

I love sitting in the lobby bar the evening before a sales meeting where I’m presenting. I often get to overhear salespeople and their managers talking about the finer points of salesmanship. They often say things such as, “You have to ask for the business” or “Sales is a relationship business.”

A common piece of rhetoric is, “You have to position your product effectively.”  That is a very true statement. In fact, it’s one with which the listeners of this advice always nod in agreement…only they don’t do it.

The next day during the customized medical sales seminar, when the topic of positioning comes up, most people are clueless. Few people can define it. Even fewer can actually position their product in a specific and effective way.

But there’s hope…and this week’s Medical Sales Guru podcast will at least get you thinking about how you can position your products more specifically and effectively. The better you position your product, the more sales you’re going to make.

Listen to the podcast and then please leave a comment below. Thanks.

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difficult healthcare customers, Follow-up, Medical Sales Planning, Medical Sales Skills, Uncategorized

The truth about closing, follow-up & not wasting your time in medical sales

Have you ever made a sales call that seemed to go great. The doctor or other HCP seemed truly interested and said s/he would be in touch. Then they never call. And when you try to follow up, they block you. The HCP won’t return your calls and emails, the receptionist won’t let you in or give you an appointment. What happened? What changed? How can you prevent this from happening in the future? Don’t blame the customer when you’re the one at fault. The good news is that the stress and frustration associated with this scenario can be avoided.

It’s all here in this episode of the Medical Sales Guru Podcast.

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Uncategorized

The Sales Evangelist Interviews Mace Horoff about Dealing with Reluctant Customers

Medical sales expert Mace HoroffRecently, I had the honor of being interviewed by Donald Kelly, The Sales Evangelist. Donald asked some killer questions about sales and I think my answers will help you in your sales efforts. I’m talking pretty fast so there’s a lot of content here!

I encourage you to subscribe to The Sales Evangelist Podcast on iTunes (free) or listen to the interview HERE (free) at The Sales Evangelist website.

Medical Sales Planning, Sales Motivation, Uncategorized

Medical Sales Mind Games in the Parking Lot

Businessman in the carThe 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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Medical Sales Skills, Presentation Skills, Uncategorized

Medical Sales: Positioning is Everything

Sales and marketing managers talk about the importance of product positioning.  Sales representatives nod in agreement—and then most fail to position their products or services effectively.  What is product positioning, why is it important, and what is the best way to do it when selling in healthcare?  In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses effective product positioning so you can engage your prospects and customers  in ways that make them want to buy!

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Customer Relationship Skills, Medical Sales Skills, Uncategorized

Medical Sales Conversations That Sell: What Should You Talk About?

Funny thing…when medical sales representatives go on sales calls, they want to talk about their products.  Makes sense, but of course, as you pros know, talking about your product right away is not a good idea.  So…what should you talk about?  Listen as Mace discusses the best possible answer to that question.

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Medical Sales Skills, Presentation Skills, Uncategorized

The Number One Way Medical Reps Allow Their Competition to Beat Them

When it comes down to it, there are many moving parts that go into being a successful medical sales professional.  Most reps work on several of the key elements early in their careers, then they let one of the most, if not THE most critical element slide.  It’s true that you often have to take risks to succeed, but too many reps take a huge risk by avoiding what is discussed here.  If you’re competition is doing this and you’re not—you’re toast!  In this podcast, Mace Horoff describes the one thing you can’t ignore if you ever plan on being the top player.

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Customer Relationship Skills, Customer Service, Uncategorized

Why Do Customers Leave?

Ever lose business?  I’ll bet you act like it wasn’t your fault, and in all fairness, maybe it wasn’t, but then again…

Medical reps offer up a lot of excuses when they lose business; some are valid, but many are rather contrived.  Listen as Mace Horoff shares some research as to why customers really leave and what you can do about it.

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The FREE Podcast for Medical Sales Professionals