How to close the deal in medical sales is one of the most discussed skills. Every sales rep has heard, “You have to ask for the business.”
Since this knowledge is so widespread, why do so many medical sales representatives do it wrong?
Medical sales speaker Mace Horoff discusses the keys to closing in this short podcast.
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Medical sales representatives often cling to features and benefits as the foundation of their medical sales presentations.
Newsflash: It could be killing the sale! Watch this short video to learn the nuances about how to use features and benefits and why it’s critical that you use caution.
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Medical sales representatives either manage their territory, or their territory manages them. How can you create time for selling and all the other tasks your medical sales job requires?
It starts by taking inventory of your customers and the time available. Check out this podcast to start gaining more control over your time and territory.
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If you work as a medical sales representative, delivering customer service is probably a big part of your job. Too often though, medical reps fall prey to focusing on customer service activities at the cost of sales. Why not do both? This podcast episode will help you balance your customer service activities while continuing to drive sales for continuous sales growth.
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Medical sales reps hope to make a great first impression with prospects and customers. Yet, few spend the time planning to ensure this will happen.
Ever hear a prospect say, “I’m not interested”?
If so, you didn’t create a good first impression. A lost opportunity.
If first impressions are so important, why don’t medical reps make time to prepare and plan?
Because they overestimate their own sales abilities while underestimating things that can go wrong.
What can you do? Plan ahead…and you can start by gaining some insight as Mace presents a case study and offers some things to pay attention to so your first impressions are delivered untarnished.
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Medical sales representatives stay busy. Frequently, part of staying busy is “The Drop-By.” This is where medical reps “drop by” one of their accounts – a doctor’s office, clinic, dental office, therapy center, clinic, etc. – without an appointment. They hope for a few minutes of a decision-makers time, but they’re quite happy if they just get to leave some information. BIG MISTAKE! If you do this, it might be costing you sales…Lots of Sales! Watch this short video to learn why and stop leaving money on the table!
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Medical sales representatives know that if things are going smoothly, it’s only a matter of time until crisis strikes. Why? Because crisis comes with the territory. Recognizing it and addressing it are critical. Listen as Mace Horoff discusses avoiding delay when it comes to crisis and how it could impact your career long term.
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Selling to Doctors. If you’re a medical sales representative or pharmaceutical sales representative, doctors may be one of your touch points. Is selling to doctors difficult? It depends. In this short video, Mace Horoff emphasizes some of the key points about selling to doctors (and other HCPs as well) so you can have better sales calls and generate better sales outcome.
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Everyone in medical sales thinks about making it to the upper levels of the profession. What separates the achievers from the wannabes?
The achievers aren’t “too busy to win.”
Listen to this episode and let us know what you think by leaving a comment below. Thanks!
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It’s either the end of the year, the beginning of the year, or somewhere between the two. Medical sales representatives sometimes find themselves stuck…it’s as if the territory hard drive has crashed. No problem – ReBoot!
Here’s how to do it so you can keep your selling desktop clear all year long.
Podcast: Download (12.8MB)
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