Medical Sales Call Frequency: How Often?
One of the most frequently asked questions from medical reps is, “How often should I call on an account or prospect?” To illustrate the importance of having a sales conversation strategy, I’m going to ask you to be the sales prospect for a moment. Let’s say you’re shopping for a common consumer purchase—a car. You […]
How To Handle Losing An Account In Medical Sales
If you’re a medical sales professional who has worked a territory for more than just a few months, you’ll eventually lose an account to a competitor. You probably don’t want to think about it any more than you want to think about having a car accident or needing a root canal, but it literally comes […]
Yes-Reps Provide Limited Value In Medical Sales
Medical sales is full of yes-reps. They show a level of agreement with almost everything their prospects and customers say. Why?One reason is because doctors and other HCPs are experts. It takes confidence to ask true experts to consider another point of view.Another reason is to avoid friction, based on the rep’s belief that HCPs […]
The Doctor Doesn’t Meet With Sales Reps
“The doctor doesn’t meet with sales reps.”Have you ever heard this response when requesting access or an appointment? There have always been HCPs who won’t see sales reps, but your likelihood of hearing this response is increasing.How do you get around it?Many med tech reps resort to alternative communication methods, such as connecting on social […]
The First Rule of Account Penetration
I’m willing to bet that there is someone in each of your accounts that you don’t know, assuming you call on hospitals, clinics, outpatient centers, or doctor’s offices of significant size. I know, you wish you had the time to get to know everyone, but you just don’t because, well…you have to keep moving. You […]
Customer-Centric Selling: Think Like The Doctor
May 24, 2023 by Mace Horoff • Blog, Medical sales planning Tags: medical sales conversation, medical sales presentation, think like a doctor • 0 Comments
There is a fundamental issue underlying most of the daily challenges faced by medical sales representatives. Here’s the core of it:Medical sales representatives tend to focus on the sale rather than thinking like the doctor, nurse, materials manager, hospital CFO, or any other stakeholder they sell to.For example, imagine approaching a doctor by thinking like […]