Tag Archives: medical sales customer needs

Is it your products that your customers see as a commodity, or is it YOU?

One of the biggest complaints from medical sales professionals selling in the current marketplace is their customer’s frequent attempts to commoditize their products and services.  Sales reps go to great lengths to differentiate their products and even themselves from the competition–except in one area–what they say and focus on.  I know…you’re different (let’s hope so), but why not listen to this podcast and see if you meet the first criterion for differentiating yourself at the start of every presentation.


How to deal with customers in medical sales who won’t commit

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.


How do you deliver value in medical sales?

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.