Dealing with pricing issues is one of the least welcome tasks for most medical sales professionals — and too many sales reps try to put it to rest by just bending over and offering the customer the lowest possible price! While this is impossible to cover in any depth in only ten minutes, Mace Horoff discusses some ideas on how to be prepared to deal with the pricing issues that medical sales professionals must deal with on a daily basis. Don’t ever think you’re prepared for a sales presentation unless you already have a strategy in mind on how to address pricing issues so that your product or service seems the better choice regardless of price.
Clear communications are essential in any environment. But in medicine, a message that is misunderstood can have dire consequences. Busy professionals often communicate quickly, and at times incompletely. In this episode of the Medical Sales Guru podcast, Mace Horoff discusses the pitfalls of communicating with healthcare professionals and how to avoid misunderstandings that can ruin your career or even land you in court.
Healthcare providers and institutions resist change — and for good reason. How do you uncover the best opportunities to discuss your medical product or service where your prospects and customers are most interested? In this edition of the Medical Sales Guru Podcast, Mace talks about how to find openings for meaningful sales calls.
Just about every sales representative who sells in the healthcare environment employs this sales tool. But too often it is misused in a way that actually works against the sale. In this edition of the Medical Sales Guru Podcast, Mace Horoff talks about avoiding the pitfalls of what seems like an intuitively sound practice.
How do you deliver value in medical sales? You might think you understand this intuitively, but unless you qualify or quantify value with respect to your customer’s needs and perceptions, you’re guessing at best and you risk losing the sale. In this edition of the Medical Sales Guru Podcast, Mace Horoff takes a look at defining value as it is most commonly assessed in the medical arena and suggests ways to incorporate value in your presentations.
You’ve heard it from medical sales recruiters. You’ve heard it from your manager. You’ve heard it from your medical sales colleagues. “Be a professional!” It sounds like good advice…in fact, it is! But what exactly does it mean? In this weeks podcast, Mace Horoff describes the attributes of professional behavior as it relates to medical sales. Listen and assess yourself to see if you measure up to the standards of professional behavior for the medical sales profession.
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.
Many medical sales people are good at delivering the details about their products, and without question, the ability to do that is important. But this alone does not make you a “sales person.” In fact, if this is all you do in your medical sales presentations, you are really more of a “detail person.” Yes, you can earn a good living as a detail person (many people in the pharmaceutical industry do this), but you will miss out on the higher incomes that are paid to truly effective medical sales professionals. In this Medical Sales Guru podcast, Mace Horoff explains the difference between sales people and detail people, and what you need to do to make sure you are “selling” and not just “dumping” product data.
Ask a medical sales professional the best place to sell, and he or she will probably tell you, “anywhere the prospect or customer will listen.” Sure, you can sell anywhere, but anywhere is not always the best place! Nothing beats a scheduled (or unscheduled) sit-down appointment in the healthcare provider’s office or other location where you can have a focused conversation with a minimum of distractions. Mace describes why you need to make this kind of meeting with your prospects and customers a priority and how to get the healthcare professional to give you the time you need for a proper, complete sales presentation.
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.