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Medical device and pharmaceutical companies invest millions of dollars on national sales meetings. Why? Ultimately, it’s to grow sales or to sustain growth. That’s the goal, plain and simple.  National sales meetings (NSMs) are organized for multiple reasons, but most commonly for the purpose of:  Getting everyone focused on a company mission and agenda Creating […]

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. […]

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 […]

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 […]

Lately, I’ve had a bad run of customer service experiences. Maybe it’s the Universe’s way of telling me to share some ideas about customer service with the medical sales professionals I serve. The case studies that I’m about to share with you will have a point that applies to your medical sales territory. Case 1: […]

If you’ve been paying attention to the presidential primaries, you’ve observed some sales presentations — mostly bad ones. There are some great lessons in how not to sell. Many of the leading candidates spend a good portion of their time trying to tear down their competition instead of describing in detail how they’re going to improve […]

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 […]