Human beings hate change. Sure, there are changes we seek, like a new hairstyle, new clothes or a new car. But in terms of our routines and habits, we prefer most things to stay the same. We get comfortable. In a rapidly changing industry like healthcare, comfortable is dangerous. Change is unavoidable, and if you’re not changing […]
Medical sales reps can improve their closing ratios by using effective trial closes. A trial close is not asking for the business, but asking how the prospect feels or perceives something specific about what was covered in the sales conversation. Most medical sales reps I meet have a fear of coming across as pushy. It’s […]
Are you making it easier for your competitors to spend time with your customers? Stop it now!
…By the Way, So Does Pharmaceutical Sales! As someone who spends a lot of time providing medical sales training, I’m all too familiar with pharmaceutical sales reps who use the detailing sales model to sell (I use the word sell with hesitation). What’s sad are the number of medical device sales representatives using the same approach. […]
Medical sales training courses rarely mention the TV show, “24.” However, my training does. You frequently heard the main character, Jack Bauer, utter the words, “Trust me.” In these scenes, he was usually asking for information or for permission to help someone. Usually, these people were in dire circumstances with little choice other than to trust […]
Intuition is the ability to understand something immediately without the need for conscious reasoning. It can help you to avoid dangerous situations or to recognize opportunities. Or, it can kill you. Let me give you an example. Intuition kills dozens of pilots every year. One of the first things that pilots learn is what happens […]
A few weeks back, I got a call from a medical sales representative named Roberto. He just completed a sales call with a hospital CEO that did not go well. He found my medical sales training site and wanted to know if I could help him undo the damage. The purpose of Roberto’s appointment was […]
Selling Change in Medical Sales in 2016
by Mace Horoff • Video