Do you do all that things it takes to win at medical sales? Are you sure? In this podcast, I discuss the one thing that great performers do regularly and consistently. If you don’t do this, you’re not fully in the game. What is it? It’s the missing link, and it’s huge!
If the title of this podcast seems ridiculous to you and you’re wondering who would ever approach a doctor with a pitch like that, you might want to look in the mirror! Sales reps approach health care buyers way too often with any one of a number of approaches that essentially say the same thing. If you want an idea on how to better connect with your decision-makers, listen to this podcast episode.
I had a student who was concerned about one of his doctor-customer’s opinion about the value of a good sales presentation. When you deliver a good sales presentation, your customer should not recognize it as you trying to sell him/her something. Here’s why it doesn’t matter what the doctor thinks–what matters is the outcome.
You’ve been to training. You know your medical, dental, or pharmaceutical product or service inside and out. You have rehearsed and perfected the sales presentation and you feel that you deliver it perfectly. However, you’re not closing many sales with healthcare professionals. What’s wrong? Maybe it’s what’s in your head and if you want to move forward with your product or service, you need to fix this first.