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.
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