Almost every medical sales rep thinks his or her product is the best thing since sliced bread, i.e., something the customer “must have.” But how do the decision-makers in your accounts consider your product or service? Is it a “must-have” or just a “nice-to-have?” You may have even heard the actual words from your customers. […]
It can be difficult to sell a technology, procedure, or product that is similar to one with past failures. Salespeople hate this scenario, especially in healthcare where failure is a dirty word. But what if you have a product or service that you know works and the customer believes otherwise. How do you change the […]
I have all of my wellness checkups done in June. It’s not fun being a patient, but it is fun to observe sales reps who come into the doctor’s office while I’m in the waiting room. Pharmaceutical reps all seem to sound alike. Their short conversations sound like this… “Hi. Barbara with [name of company] […]
Have you ever approached a healthcare customer to present a new technology? You feel a strong level of confidence; after all, your competition doesn’t have anything like it. You are excited and you expect your customer to be excited too. You tell the customer, “I’ve got something new to show you that will knock your […]
Medical Sales Decision-Making: Crash and Burn or Go-Around?
by Mace Horoff • Blog, Medical Sales Performance, Medical sales planning, Medical Sales Skills Tags: crash and burn, decision-making, go-around •
Last week as I began my day in the office preparing for a keynote presentation, the cloudless blue sky beckoned me to take my airplane (Sales Pilot, remember?) for a short ride. I launched on a quick flight to get some breakfast at an airport café about 20 minutes away. Flying conditions were perfect with […]