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 […]
…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 […]