Stop Showing Off – Let Your Customers Be The Experts

Sure, you need to be knowledgeable about your products and your industry, and you think your customers will be impressed when you show them how much you know!  Not so fast…While you may wow some of the medical professionals you call on with your photographic recall of clinical data that you just gleaned from your company’s recent training or updates, others will find you annoying and may decide not to do business with you.  In this edition of the Medical Sales Guru Podcast, Medical Sales speaker Mace Horoff relates an incident where he asked a surgeon a technical question and it created an adversarial situation.  If you haven’t been selling in medicine for a long period of time, this is some advice you don’t want to miss!