7 responses

  1. mike
    June 29, 2009


    Your weekly podcasts have really helped me in my territory. This weeks podcast on Brochures tell the whole truth. I only use brochures as a selling aid or visual aids during the conversation with the client. I haven’t had much success by just dropping it off at the office. I am looking forward to your podcast on “selling aids”.




  2. Yocheved Golani
    June 30, 2009

    Mace, I hung onto every word you spoke. I used to supervise medical records and saws tons of advertising literature in trash bins back then. I admired the vendors who garnered face time with our staff members. WOW it’s hard to book conversation time with medical pros. They’re so crunched for patient time, let alone documentation efforts.



  3. Steve Allen
    June 30, 2009

    I am the retired VP Sales of a medical device company. This podcast is on target. I wish that I had this tool 10 years ago. I am subscribing just because they are great motivators, and keep me in the game!


  4. Kelly Sennholz, MD
    July 6, 2009


    Just had to write a note of thanks for your podcasts. Great stuff. Also, the one about the “leave behinds” was an issue I just couldn’t get across and your validation of my position was great.

    Thanks again,
    Kelly Z. Sennholz M.D.


  5. Mark Szlazak
    July 7, 2009

    Hi Mace,

    Basically, you are saying that you should view your brochures more like power point presentations and you don’t give a presentation without a presenter.


    Mark Szlazak.


  6. Mace Horoff
    July 7, 2009

    Hi Mark. That’s an interesting perspective, but I also would not give a PowerPoint presentation to a prospect without a discussion first to identify a need, and if one is not already there, to create the need. Brochures, and most PowerPoint presentations define solutions. Most medical sales reps (in my experience) are a bunch of solutions wandering around looking for a problem. The medical sales professional must get the clinician to first acknowledge how their situation could be improved before trying to improve it. To quote my friend professional speaker Joqquin DePosada, “You can’t sell the world’s best aspirin to someone that doesn’t have a headache.” Leaving brochures is like leaving aspirin…if there is no headache at that moment, it gets thrown in a drawer and as time passes you forget you even have it. The point of my podcast is that no sales person should expect (or even hope) that a brochure will do the job that the sales person must do. The brochure is a tool…not a replacement for a sales conversation. And like any tool, if you misuse it, it can do more harm than good.

    Thank you for your comment.


  7. Mark Szlazak
    July 11, 2009

    Mace, I agree with what you’re saying. Nothing I said contradicts that, it just starts one thinking about brochures differently.


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