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 […]
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 […]
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 […]
Medical sales reps are usually happy to have a job; at least they start out that way. As they delve deeper into their territories, including their competition, they sometimes realize that their competition’s product is better than theirs. Tough luck because you need to sell what’s in your bag, right? The answer to that question is yes, […]
Many times I have heard a medical sales rep say something along the lines of, “I bend over backwards for that account and they don’t appreciate it!” My question to them is, “Do your customers know what you do for them?” A big part of medical sales is what you do after the sale to […]
One of the key things that savvy medical sales professionals are aware of is the perceived value of reducing risk for healthcare professionals. Risk is a broad category. Typically we think of risk avoidance in healthcare as preventing harm to a patient or obtaining something better than a suboptimal result. But healthcare professionals feel like […]
Sales representatives from every industry love to claim that their product is better. They provide better service. The buyer will get better results and be happier. Sales reps say this because they think it will motivate the customer to buy. It doesn’t. It just makes you look cheesy, sound like a cliché, and presents you […]
Guilty and pleasure are two words that should not go together, yet the phrase “guilty pleasure” has become part of our language. I was reminded of this the day after Halloween when one of my Facebook friends commented about the excessive number of Reese’s Peanut Butter Cups she ate and how guilty she felt as […]
Expectations for a Medical Sales Job
by Mace Horoff • Blog, Communicating value, Future of Medical Sales, medical sales jobs
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 […]