Medical sales representatives often ask me whether the role of medical sales reps will change, or even if medical sales reps will be around in the future. Take a look with me in the crystal ball as I share my thoughts as to what the future holds for the medical sales representatives of tomorrow.
Podcast: Download (7.5MB)
Subscribe: Apple Podcasts | RSS
Medical sales representatives are always searching for ways to sell more in their territories. The reality though, is that 95% or more of all medical sales reps just keep doing the same thing over and over. Yet, there is a very simple (although not necessarily easy) way to instantly create more engagement with doctors, dentists, surgeons and other healthcare professionals that will lead to more sales.
What is it? It’s about changing the story that you tell when you’re selling. That’s what this podcast episode is all about. Listen now to learn how you can dominate the medical sales in your territory with a simple shift in the way you sell.
Podcast: Download (15.1MB)
Subscribe: Apple Podcasts | RSS
Medical sales reps often approach difficult customers with anticipation. Unfortunately, they often anticipate NOT getting the sale!
It makes little sense to make a sales call that you expect to fail. Why does this happen? Often, it’s because reps don’t believe that the product measures up to what the customer is using now or their own ability to convert the customer.
Listen to this short podcast and add a large measure of confidence to your sales calls…confidence that can make all the difference in the world.
Podcast: Download (10.8MB)
Subscribe: Apple Podcasts | RSS
Medical sales representatives often give the sales effort everything they’ve got, only to discover they’re talking to the wrong person. What?
Chances are, you no longer sell in a world where clinical personnel are the only decision makers. How do you identify the others and avoid finding yourself in the trap of selling to the wrong people?
This short podcast will answer this important question. Better to find out earlier than later, right?
Podcast: Download (7.8MB)
Subscribe: Apple Podcasts | RSS
How to close the deal in medical sales is one of the most discussed skills. Every sales rep has heard, “You have to ask for the business.”
Since this knowledge is so widespread, why do so many medical sales representatives do it wrong?
Medical sales speaker Mace Horoff discusses the keys to closing in this short podcast.
Podcast: Download (9.9MB)
Subscribe: Apple Podcasts | RSS
Medical sales representatives often cling to features and benefits as the foundation of their medical sales presentations.
Newsflash: It could be killing the sale! Watch this short video to learn the nuances about how to use features and benefits and why it’s critical that you use caution.
Podcast: Download (13.1MB)
Subscribe: Apple Podcasts | RSS
Medical sales representatives either manage their territory, or their territory manages them. How can you create time for selling and all the other tasks your medical sales job requires?
It starts by taking inventory of your customers and the time available. Check out this podcast to start gaining more control over your time and territory.
Podcast: Download (11.3MB)
Subscribe: Apple Podcasts | RSS
If you work as a medical sales representative, delivering customer service is probably a big part of your job. Too often though, medical reps fall prey to focusing on customer service activities at the cost of sales. Why not do both? This podcast episode will help you balance your customer service activities while continuing to drive sales for continuous sales growth.
Please leave a comment on iTunes or below. Thanks!
Podcast: Download (10.3MB)
Subscribe: Apple Podcasts | RSS
You may have heard the quote . . . “Success is 80% showing up.” Is this true? In medical sales, definitely.
But what exactly does this mean to you?
It’s worth a listen, don’t you think. Especially since, well, 80%!
Podcast: Download (15.4MB)
Subscribe: Apple Podcasts | RSS
Medical sales reps hope to make a great first impression with prospects and customers. Yet, few spend the time planning to ensure this will happen.
Ever hear a prospect say, “I’m not interested”?
If so, you didn’t create a good first impression. A lost opportunity.
If first impressions are so important, why don’t medical reps make time to prepare and plan?
Because they overestimate their own sales abilities while underestimating things that can go wrong.
What can you do? Plan ahead…and you can start by gaining some insight as Mace presents a case study and offers some things to pay attention to so your first impressions are delivered untarnished.
Podcast: Download (15.3MB)
Subscribe: Apple Podcasts | RSS