Most sales reps would agree that relationships are important in medical sales. Some even go so far as to say that relationships are everything. I agree that relationships are important, but I have found that many sales reps, especially new medical sales reps, have a distorted view as to what constitutes a good relationship and how to go about creating one. In this edition of The Medical Sales Guru Podcast, I attempt to dispel some perceptions that lead to counterproductive “bad behavior” when trying to build relationships and what I believe are the keys to creating constructive professional relationships with healthcare customers that support one’s sales efforts.
Do you have customers in your territory that are so annoying, so nasty, or you just know that they will never buy from you and as a result you don’t call on them very often? You’re missing a great opportunity to have fun with these customers and get better at what you do, which is SELL! In this episode of The Medical Sales Guru Podcast, medical sales speaker Mace Horoff talks about how you can put these customers to good use to advance the sales in your territory and keep these customers from becoming a problem.
Many medical sales professionals develop great friendships with their healthcare customers, and there are certainly many benefits. But it is not uncommon to find sales representatives who hesitate to sell to their friends out of the fear of harming the friendship. This is a dangerous misconception and it can harm your business AND your friendship. Listen to this episode of the Medical Sales Guru Podcast as Mace Horoff describes his own experience with the problem and how it changed when a customer/friend told it “like it is.”
Medical sales is a relationship business, but there are many medical sales professionals who spend too much time being a “friend” and not enough time helping their “friends” achieve better clinical outcomes by getting their products into the customer’s hands. In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the pitfalls of becoming a “professional visitor” and creating a mindset to avoid the trap.