Has it ever happened to you in your medical sales career where your customer asked you for one thing and you delivered something else, or vice versa? Miscommunications in medicine can be harmful to the patient and harmful to your business. In this edition of Medical Sales Guru Podcast, Mace Horoff discusses a simple way to be a professional, deliver the right thing for the patient and healthcare provider, and CYA. It’s usually not a question of if a miscommunication will bite you in medical sales, but when. Here’s how to prevent it from happening.
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.
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.
The customer who says he is interested. The customer who says he will use your product or service. The customer who tells you that he or she will keep you in mind. But you never hear from them and any attempts to follow-up are fruitless. How do you deal with the frustration of customers who won’t commit? In this episode of the Medical Sales Guru Podcast, Mace Horoff discusses some ways to find out if the customer is serious, or just wasting your time and emotional energy.
Love it or hate it, cold calling is often a necessary evil if you work in medical sales, and if you’re going to do it, you may as well get good at it. If you’re willing to spend about eight minutes of your time, I’ll share with you some effective cold-calling tips that will make a difference in your medical sales results.
Do me a favor — after you listen, please leave some comments about cold-calling in medical sales. Let’s get a discussion going!
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.
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.
Would you get on an airplane if the pilot did not have an absolute plan as to how he was going to get you to your destination? Medical sales professionals, pharmaceutical sales executives, and others who sell in the life sciences industry too often “take-off” with just an idea as to where they want to go, and then try to figure out how to get there once they are already airborne. In this edition of the medical sales guru podcast, Mace Horoff talks about why this is a bad approach and how you should plan your “trip” before you ever get in front of a clinical customer.
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.