I answered my cell phone on a Thursday afternoon as I was driving between accounts. The voice on the other end said, “Mace, it’s Dan Adams, how are you?” I was more than a bit surprised to be getting a call from one of my top competitors. The words that followed surprised me even more. […]
One of the challenges most commonly expressed by medical sales representatives these days is the issue of reduced access to customers. They cite a policy where hospitals no longer grant salespeople free access to employees. They also imply that physicians and other health care customers are dismissive by saying things such as, “Product selection is […]
Yesterday, I stopped to say hello to a surgeon who has been a good friend of mine for years. He motioned for me to have a seat in his office as he was rapidly going through his voice mails. I was impressed with the speed at which he punched the delete button to avoid wasting […]
People who sell in the world of health care have age hang-ups. That should be no shock, as people have concerns about age in most areas of life, both in terms of being judged, as well as judging others. Medical sales is no different. Sales representatives speak to me about the age issue more frequently […]
The rules of medical selling have changed in most segments of the industry. Where it used to be possible to ingratiate a customer with a nice meal or a weekend at a resort, there is now little that you can do outside of providing a great product, providing great service and saying thank you. Or […]
I wrote an article back in 2006, What Happens When You Can’t Even Buy a Customer Lunch, that discusses the implications of the AdvaMed (Advanced Medical Technology Association) Code of Ethics for Interaction with Health Care Professionals. Effective since January 2004, it eliminated financial (or gastronomic) inducements (other than what is incidental to normal business) […]
There is a mixed-blessing to earning commissions through recurring business. The plus side is the continuous selling of product with the associated steady flow of income. The potential downside is losing focus on expanding the customer base and product mix; in other words, you stop growing, become complacent and start coasting. Medical sales is hard, […]
When I ask a room full of medical sales representatives, “What is the part of the sales process that is almost guaranteed?” there is always at least one cocky, over-confident rep who responds, “Closing the sale!” If that were true, you wouldn’t be reading this blog and I wouldn’t be writing it. Getting a healthcare […]
I thought I would share something with you in this post that is a little bit different, but very relevant. It’s a youTube video of a flash mob at a train station in Copenhagen. Notice that it begins as something we have all seen in public…one or two people assembling to play music. There are […]
I don’t like reality TV. When I watch TV, I want to escape from reality. There is a time to set aside and forget your problems and the way to do this, in my opinion, is not by living someone else’s. One reality show worth watching though, is Undercover Boss. This is a show where […]