Get Over Yourself—Customers Don’t Need to Like You
There is a huge myth in the medical sales community that relationships are everything. That’s a bunch of BS. Are relationships important? Yes, to a point. The problem is that too many medical sales representatives base their sales approach on trying to be liked instead of trying to be effective. I have to stifle my […]
Scenes from a Blown Presentation Opportunity
by Mace Horoff • Blog
A few weeks back, I got a call from a medical sales representative named Roberto. He just completed a sales call with a hospital CEO that did not go well. He found my medical sales training site and wanted to know if I could help him undo the damage. The purpose of Roberto’s appointment was […]