If you feel a little uncomfortable when you approach a doctor, nurse, therapist or other healthcare professional because you don’t want to be perceived as just another sales rep, then why not approach them in a way where you will feel more comfortable and you will be more welcome. What am I talking about? It’s all here in this edition of the Medical Sales Guru 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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Have you ever had a competitor who was able to make inroads with YOUR customers quickly because he or she was good-looking, a former professional athlete, or had some other perceived advantage? I hear about this concern on a fairly regular basis. I understand it because I experienced it myself. In this edition of the Medical Sales Guru Podcast, I describe a situation that I encountered where a competitor was able to take business because he was able to do something outside of the clinical environment that put him in a favorable situation with a customer. It’s great to have talents and attributes that get you in the door, but in the final analysis, you need to have more…much more if you expect to win business for the long term.
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What do you do when you have a chance encounter with a physician, nurse, materials manager, CEO, or any other health care decision-maker…do you go for the short, abbreviated sales presentation (e.g. the scrub sink sale), or do you wait for a better time. I have done it both ways and I have worked with sales forces who have done it both ways and one way is almost always more advantageous. In this podcast I recommend what works best in most situations, but of course, the final decision is up to you. You may only have one opportunity—Decide well!
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Are you confident about the stability of the business in your territory because you have been in that territory for years? Don’t be! There is either a new sales rep or an old sales rep with a renewed focus ready to take that business. In this podcast, I share the story of two different sales reps that I rode along with recently and what I learned is critical to the business you currently enjoy and the business you hope to win in the future. Take 10 minutes and see if you are more like Glenn, or more like Donna and you’ll have an idea as to what your future in medical sales looks like and how to change it if necessary.
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Do you ever visit customers just to “check-in” ? What a colossal waste of your time and theirs! If you don’t have a purpose for the call…I mean a real purpose…that serves you, your company, the customer and the patient…then don’t make the call. But I’m going to help you avoid that situation with a simple question that I offer up in this podcast. After you listen, let me know how you avoid being “The Professional Visitor” by clicking on either “comments” or “no comments” in the box below and sharing with the world at https://medicalsalesguru.com .
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Maybe you sell to the C-suite and maybe you don’t. If you don’t, maybe you should. But how do you get past the reception desk to discuss business with the CEO, CFO and others in the ivory towers of an institution. In this episode of the Medical Sales Guru Podcast, I provide some things to think about that will help you to get the attention of the C-suite and almost any other decision-makers you should be talking to.
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There are more and more medical sales professionals gravitating to email as a sales tool. Sure there are many benefits, but there are downsides as well. In this edition of the Medical Sales Guru Podcast, I discuss how some sales representatives use email as a way to create a sale and why it doesn’t work. Are you guilty of misusing email in your medical sales efforts?
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If you’ve been providing your healthcare customers with great service and it’s not bringing you the business you expect, here’s what you need to do–STOP!….that is, if they won’t reciprocate with more opportunities for you to grow your business. Service is critically important, but you’re in the SALES business, not the SERVICE business. Maybe you just need to change your thinking and then change your approach so that you can go beyond just being a “friend” to your customer. Start the year right by adopting a new attitude that will move your business in an upward directions.
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