A Strategy to Address the Price Issue in Medical Sales
“The materials manager called. She said I need to lower my price by 5% or she’s going to have to change vendors. Price is the only thing she cares about. She just doesn’t get it.” Medical sales reps say that price is one of the biggest issues they face on an ongoing basis. No surprise […]
Overstaying Your Welcome: How Frequently Should You Call on a Healthcare Customer
How frequently should you call on a customer when you sell in healthcare? If you call on someone too often, you might anger them (at least this is what many reps tell themselves). And if you don’t call on them often enough, you’re losing opportunities to make a sale (which is true). I always ask […]
Why DID You Get the Sale?
There is a great maxim in sales that says, “Once the sale is made, stop selling.” That’s good advice. At some point, though, you should find out why the customer bought. Medical sales is very competitive. No one likes to lose the sale to another company or rep. In fact, when it happens, it can […]
Deadly Assumptions in Medical Sales
Medical sales representatives are busy people. As a result, they sometimes take things for granted, which leads them to make assumptions that cause grief and lost business. The most dangerous assumptions are when you assume to understand a customer’s expectations or assume that a customer understands your intentions. In healthcare, unclear communications cost time, money, […]
No, It’s Not Okay If You Check Your Phone
This morning I read a quote from friend and fellow speaker, Terry Brock www.terrybrock.com, who was interviewed in this month’s Speaker Magazine. Terry discusses the use and misuse of the ever-present devices in our lives and one of his quotes really resonates with me: “When the person you’re with complains about his or her phone […]
This Year in Medical Sales, The Only Way to Win is to Do Things Differently
The beginning of a new year is when many medical sales reps look take a look at their territories. They look for ways to develop new customers and sell more to existing ones. It’s a fresh start, at least from the standpoint of your sales numbers. One thing all rational salespeople realize: If they keep […]
Be Thankful for Making a Difference in Healthcare
As a medical sales professional, you’re probably looking forward to the Thanksgiving Holiday. It’s a chance to take a break from your hectic work life and enjoy time with family and friends—assuming you don’t have to work over the holiday weekend. But even if you have to take care of business over the next few […]
Expectations for a Medical Sales Job
I get calls every week from people who are trying to land a medical sales job and want some advice. The calls often sound something like this… “Hi, I just graduated from college and I would like to get into medical sales. I’m looking for a six-figure sales job and was wondering if you can […]
The Number One Risk to Overcome in Medical Sales
Risk is part of healthcare and sales professionals who sell to healthcare providers and institutions have risks that they need to manage. Notice that I used the word “manage”—not “eliminate” or “avoid.” The definition of risk is to expose to danger, harm or loss. Healthcare providers manage risk to the patient, risk to the institutions […]
The Often Asked Question: What is the secret to success in medical sales?
I am frequently asked, “What is the secret to success in medical sales?” The question is posed as if it’s one thing, just like Curly in the movie City Slickers with Billy Crystal talked about finding the “one thing” that will change one’s life. When I ask attendees during programs what the key is, the […]
Eliminating the Number One Reason Why You Can’t Get Past the Gatekeeper
Yes, you’ve heard me say it before…the biggest challenge that six figure medical sales rep wannabes tell me they have is getting in to see the doctor. Or the department head. Or anyone. Is getting past the gatekeeper a challenge for you? Why is this? It’s likely because you act like a salesperson—a stereotypical just-like-every-other-rep-who-walks-through-the-door […]
The Risk and Myth of the Good-Looking Sales Rep in Medical Sales
by Mace Horoff • Blog, Communicating value, Uncategorized Tags: Hiring and training medical sales, medical sales good looking sales reps, pretty sales representatives medical sales •
People are often hired as medical and pharmaceutical salespeople because of their good looks. Most hiring authorities will deny this, but I’ve worked in these industries long enough to know better. Multiple times I’ve walked into rooms to deliver a sales program to a healthcare sales force, thinking I was on the set of a […]