Medical Sales Reps…Your customers are hurting! What are you doing about it?
An article headline in CNN Money should grab the attention of any medical sales professional: “Doctors Going Broke.” Factors such as declining insurance reimbursements plus rising business and drug costs are creating a serious cash crunch for physicians in private practice. These include family practitioners, oncologist, and cardiologists. Many doctors can’t make payroll without tapping […]
The Best Gift to Give a Customer, Distributor or Salesperson is One That Helps Them to Succeed
I am glad to say that reps who work in most segments of the medical products industry can no longer lavish gifts on their customers. Up until a few years ago, a gift certificate, a bottle of wine, or even tickets to a sporting event were a way of saying thank you for the customer’s […]
From Hero to Zero: How to Fail at Medical Sales Even When You’re at the Top
If there was a dictionary where you could look up the term “medical sales professional,” you would see John’s picture. John was one of the best medical sales professionals I ever met. He personified motivation in that he awoke at 4:00am every day to read journals, study product literature, and educate himself about the medical […]
What a Lousy Approach…”No Mary, I Don’t Want to Meet with You.”
A few days ago, after speaking at a public event, a woman who I did not know came up to me, pressed her business card into my hand, and said, “My name is Mary. I enjoyed listening to you speak today. Could we get together for lunch or a cup of coffee and maybe get […]
The Biggest Reason Why Medical Sales Representatives Lose Customers
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 […]
Healthcare Customers Buy Confidence
In healthcare, the sales rep is part of the product. Customers depend on you to get it delivered, get the staff trained, and handle any problems that may arise. They need to have confidence in you, as well as the product. So you see, you’re not just selling a product or service, you’re also selling […]
Sales managers, it’s up to you to ensure an ROI on sales meetings and seminars that your medical reps attend!
Managers and distributors send their salespeople off to sales meetings and training seminars “hoping” that the salesperson learns something that will translate into more sales. The quote, “Hope is not a plan” comes to mind, but many managers don’t pay attention. Salespeople are like your customers–they don’t like change. My job when I speak at […]
1980 Called…It wants it’s medical sales reps back!
Are you still selling in 1980? The information age has changed everything, including your ability to know important information about your customers before you ever make that first sales visit. If you’re calling on a physician for example, you probably have an opportunity to know key things about her practice, as well as […]
Medical Sales Reps: Why your healthcare customers should almost never think about you.
January 17, 2012 by Mace Horoff • Blog, Customer Service, Medical sales attitude Tags: visible but not top of mind, why custoemers should not think about medical sales reps •
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 […]