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 […]
Medical sales professionals often joke about the big egos that doctors and other health care providers have, but of course, a healthy ego is necessary to make decisions and provide treatments that affect people’s health and ultimately their lives. If you’ve been in healthcare sales for any period of time, you’ve no doubt seen how […]
As a medical sales professional, you offer technologies to support clinical approaches that improve patient outcomes. That’s something to be excited about. Why aren’t customers as excited as you? Healthcare is about preserving health and improving health. It’s also about managing risk. When a health care provider is satisfied with the status quo, the […]
You may have heard that positioning is everything. That’s true only if you want to successfully gain the attention of the decision-makers you call on and close more sales. Many sales reps use the term, but too many don’t really understand what it means or how to position their products and services. Do you think […]
A sure sign of an ineffective, rookie medical sales rep is one who infuses the sales conversation with statements such as: “This is the best on the market.” “This will be great for your practice.” “Your patients will get better results.” “My product has numerous advantages over what you’re currently using.” …and any statement that […]
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 […]
It amazes me when I’m with salespeople who try to tell a doctor or other healthcare expert what he should know or should do. It’s intuitive for salespeople to do this, but they need to realize that too often, they’re just pissing off the customer. Let’s put this in perspective so you understand the dynamic that’s […]
There is a great maxim in sales that says, “Once the sale is made, stop selling.” That’s good advice. At some point, though, you should find out why the customer bought. Medical sales is very competitive. No one likes to lose the sale to another company or rep. In fact, when it happens, it can […]
Medical sales representatives are busy people. As a result, they sometimes take things for granted, which leads them to make assumptions that cause grief and lost business. The most dangerous assumptions are when you assume to understand a customer’s expectations or assume that a customer understands your intentions. In healthcare, unclear communications cost time, money, […]
I am frequently asked, “What is the secret to success in medical sales?” The question is posed as if it’s one thing, just like Curly in the movie City Slickers with Billy Crystal talked about finding the “one thing” that will change one’s life. When I ask attendees during programs what the key is, the […]