I’ve been working with medical sales reps for a lot of years. The truth is found first in their eyes, then in their actions. What their eyes often say is that they’re not listening when a prospect or customer is talking. No, they’re thinking about what they’re going to say next…and it’s costing them sales. […]
About Mace Horoff
Posts by Mace Horoff:
Convert Business by Stepping-in When Customers Need Immediate Help Almost every medical sales rep has one or more high-volume accounts who seem married to one of your competitors. No matter what you do, the customer won’t even consider the options you offer. You even lie awake at night, thinking of ways to steal business from the competition, especially […]
If all you do is talk product/service with your customers, guess what? They might start to see you as “The Enemy.” Instead, take every opportunity to differentiate yourself as Mace Horoff describes here. This way, you won’t be the enemy…you’ll be The Hero!
Medical sales reps shouldn’t need to be reminded of this, but unfortunately, they do. When you visit a hospital, doctors office, or any other prospect or customer in your territory, you’re a guest. In other words, show some common courtesy. Like what? For starters, when you check in at the receptionists window, make sure you’re […]
Lessons From The Car Dealer Service Department It’s a sad, but true fact of life that you don’t have to look long to find bad examples of customer service. Think of some bad customer service you’ve experienced lately. How did you feel at the moment? How do you feel now about the business or persons […]
Taking a Look at the Need for High-level Medical Sales Training for Representatives Medical sales training is often at the bottom of the list for healthcare sales representatives. After all, many people who enter into medical sales bring sales experience from other industries. Sales is sales, right? Many think that sales is intuitive, and at […]