Even average medical sales reps speak a lot about meeting customer expectations. They also speak a lot about pre-call planning, asking for the business, and the importance of effective follow-up. The problem, is that just talking about these things, has little impact on your business. We are all consumers. We all have expectations for the […]
Many times I have heard a medical sales rep say something along the lines of, “I bend over backwards for that account and they don’t appreciate it!” My question to them is, “Do your customers know what you do for them?” A big part of medical sales is what you do after the sale to […]
If you sell medical devices, there are times when mistakes, oversights, and failures will have fingers pointing in your direction. Your company ships the wrong product or a defective product. You relay information to a customer that’s incorrect. You forget to bring something that a customer or patient needs. You fail to show for a […]
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 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 […]
In a time when discounts and contracts seem more important than clinical outcomes, don’t lose sight of the differentiator that allows you to hold onto business. I’m talking about stellar service, that which occurs behind the scenes for the most part and doesn’t require your customers to call you to make it happen because you […]
A question that medical sales reps hate is when their manager asks, “Why did we lose that customer?” The sad truth is that sales reps often don’t know why customers take their business elsewhere. Some reps make the time and effort to find out, while other just assume that some force or element outside of […]
American Airlines filed for bankruptcy this week. I live in an aviation community where many of my neighbors fly for American. Needless to say, they are worried about their jobs and their pensions and they’re not very happy. If you fly on American, you are likely to sense some of what the employees are feeling […]
Donald Kelly Interviews Mace Horoff about Dealing with Reluctant Buyers
by Mace Horoff • Blog, Customer Service, Medical Sales Performance, Uncategorized Tags: medical sales reluctant buyers •
Recently, I had the honor of being interviewed by Donald Kelly, The Sales Evangelist. Donald asked some killer questions about sales and I think my answers will help you in your sales efforts. I’m talking pretty fast so there’s a lot of content here! I encourage you to subscribe to The Sales Evangelist Podcast on iTunes […]