Specialized Medical Sales Seminars for Companies that Sell to Healthcare

Prepare your sales force for the unforgiving real world of medical sales by training in a realistic environment.

Getting healthcare providers and institutions to say
"YES"

Just the phrase medical sales training makes some medical reps cringe. They know how to sell (at least at some level) and the last thing they want is more sales training. Yet, at the same time, they do want to know how to close more business in their territories. Sales Pilot creates better medical sales professionals who hear "yes" more often.

Attendees to our seminars quickly realize that we are not there to teach them what they already know. They embrace the learning opportunity and are instantly engaged because they are the stars of the program. The content is about what they do every day and they are the ones who bring the content to life.

It's not what they KNOW. It's what they DO.

Probably the biggest gap in sales (and in life!) is between what people know, and what people do.

Salespeople often have a good knowledge of selling from an academic perspective (they have been to training and read a few sales books), but they are not converting all of the information into profitable behaviors. During the workshop, they will discover what they and their colleagues are doing that is working, isolate the bad habits, and fill in any gaps in their knowledge and skills so that they can sell more effectively than ever before.

Since results come from what they do, our workshops are hands-on. Attendees practice and learn in structured, realistic sales scenarios that are patterned after airline flight simulation training.

They will participate. They will think. They will leave with new and renewed skills.

A common challenge when training medical sales people is bypassing an attitude that says, "I don't want to be here - I already know this stuff!" Your sales reps will participate in the workshop because they are involved from the beginnning and it addresses their WIIFM (what's in it for me). The focus is on how to solve their real-world challenges.

Your sales force will return to their territories with new and upgraded skills ready to forge new relationships with customers and win sales.

 

"Over the last 29 years, I have experienced some of the best sales training offered in the USA including Xerox, Kodak, Spin, and Sandler, as well as many others. The very best I have had are the two days I spent with Mace Horoff. I only wish I had his training 10 years ago. The training is real-world, cut-to-the-chase medical selling. Closing business is easier than ever!"
-- Bill B., Dental Sales Representative

Your medical sales force will be more competent and effective.

Medical sales demands a mastery of many elements, including specialized sales skills plus several other competencies. Medical sales representatives who don't understand how their healthcare customers think and buy frequently have the wrong sales conversations. They will understand their customers like never before.

Sales Pilot Medical Sales Performance programs enable your salespeople to:

• Shorten the learning curve so skills get used right away and the seminar is not just a waste of time
• Do more than just talk about how to win business--they will do it (i.e., close the gap) so you’re not paying for a lot of unused talent
• Get doctors and other hard-to-see customers to open their doors to them so they don't spend half their day trying to get past the gatekeeper
• Get the customer to actually pay attention during sales conversations so the customer can appreciate the solutions they offer and the sales call is truly worthwhile
• Stay in control of the sales conversation from beginning to end so the customer doesn’t go off on tangents that lead to nowhere
• Eliminate the frustration of feeling like their territories are controlling how they spend their time instead of spending time on activities that generate sales
• Eliminate the excuse of not having time to make sales calls – They will know how to create the time to make one to two additional sales calls per day--that’s 20-40 additional sales calls per month!
• Stay confident when selling to intimidating customers so they don’t wimp-out on the sales call
• Differentiate themselves from their competitors such that the customer will seek ways to do business with your company
• Carefully plan each business related activity and flawlessly execute the plan
• Handle objections with physicians and other healthcare experts without telling them “they’re wrong” and making them less-likely to buy
• Get each key decision-makers in an institution to support using your product so as to avoid any surprise roadblocks during the sales process
• Prospect naturally and comfortably so they keep their appointment calendars full and never need to figure out who to call on
• Maintain existing business by understanding the customer's expectations and implementing a process to satisfy it
• Manage the critical events that occur in their territories to produce more predictable outcomes
• Understand and counter the competition so as to act strategically and not react emotionally
• Minimize liability risk for the company, the customers, and themselves
• Balance their professional and personal lives to maximize performance, enjoy the fruits of their labors, and avoid burnout from stress
• Achieve and exceed quota consistently through a calculated, balanced sales plan instead of randomized selling that yields consistently inconsistent results

Your sales force will benefit from medical sales training based on real-world experience -- not a bunch of theory.

Medical sales professionals know that anyone who hasn't sold in the competitive medical environment won't understand the challenges they face every day. They learn best with someone they trust--someone who has experience and expertise in the medical sales world because this person has "walked the walk.".

We don't teach theory - we address real-life scenarios that your reps must be able to handle. Their experiences in the training room will prepare them for what they experience in their territories.

All of our core trainers come from successful medical sales backgrounds with major medical device manufacturers and are certified in effective training techniques.

"Mace's program is built on two things--experience and success. He provides a course of study and a proven plan to outperform your competitors. This training is well worth it."
--K.C., Spinal Implant Company Representative

Don't just provide medical sales training. Create sales performance outcomes that last.

Medical sales professionals lead busy, challenging lives. Behavioral change must be initiated during the sales training workshops. Once they are back in the territory, life gets in the way.

Live workshops create the groundwork for continuous improvement. We also offer ongoing sales training reinforcement options to maximize the impact of the training over time. Attentive sales management and repetition maximize the desired outcomes.

No Fluff.

Please read about us on this site to learn how our unique approach will make a difference for your sales team! Our programs contain all of the elements that your sales people need to succeed, offered in an atmosphere that connects with the participants and transfers the skills. And we don't just deliver a program and leave you, but offer ongoing support to ensure your sales people's new skills stay sharp.

Please check our medical sales articles list page regularly for helpful articles discussing sales issues and some possible solutions. These articles may be republished and edited as described at the top of the list page.

Please contact us by calling 561-333-8080 or via email on our contact page for more information or to schedule training or speaking services.

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