Does your heart sink when you encounter a physician or hospital that has been buying from the competition for years? Whenever you make a sales call, they tell you how satisfied they are with Brand X, and that there is no reason for them to consider a change at this time. Many medical sales people make the mistake of […]
When I look back over my long career in medical sales, there was one thing that I always did consistently. My customers always told me that this was the main reason they did business with me. Quite honestly, I was shocked to learn that every sales person didn’t do the same thing. But after speaking […]
Medical sales representatives all experience some level of intimidation at one time or another. This article will focus on why it occurs, the problems it can cause, and how to overcome it. Why Reps Get Intimidated Medical sales reps sell to experts in their fields. Whether we are selling to a physician, a nurse, or […]
by Mace Horoff You’re excited! Your company has just given you a product or service to sell that every one of your customers needs. Medical sales people wait months, or even years for these products or services to be released. This should be a slam-dunk, or as many product managers like to tell the field […]
Our attitudes send out strong messages whenever we are interacting with a customer. Early in our business relationships, our attitudes are always up. We all present a positive, “can-do” attitude to the customer as the relationship climbs. Our goal in medical device sales is to reach a level with the customer where we are the […]
How many times have you spotted one of your health care customers in the hallway of a hospital or clinic or at an industry meeting and thought, “I’m going to see if I can grab a few minutes of their time?” After all, it seems like any time you get to discuss your product or […]
Medical device companies spend tens of millions of dollars every year on sales training, often with no measurable improvement in sales. I know because I sat through countless seminars, training sessions, and home-study courses for 20 plus years. I was also been brought in as a trainer, handed a company-designed training manual and told to “use this.” […]
I’m amazed whenever a medical device representative bungles a presentation. The sales presentation – that shining moment when those of us who have chosen this profession get to demonstrate our skills and ability – becomes a display of incompetence. In my opinion, this occurrence is due to two things: 1. Lack of proper preparation, or […]
Complacency kills. It’s that simple. It kills pilots, truck drivers, factory and industrial workers, and others who take critical issues for granted. Complacency can also kill your sales, wipe out relationships with customers, and even destroy your business and your career. I know, you would never label yourself as complacent. Most salespeople wouldn’t because they […]
The medical sales landscape is changing, and medical sales professionals need to change along with it. A recent article in Orthopedics Today pointed out that the surgeon product-champion is waning in the new era of healthcare reform. The experts quoted in the article stated that this is not a temporary situation, but the new normal […]
