Generated by All in One SEO v4.9.10, this is an llms.txt file, used by LLMs to index the site.

# MEDICAL SALES TRAINING

Sales Pilot Medical Sales Performance  +1.561.333.8080

## Sitemaps

- [XML Sitemap](https://medicalsalestraining.com/sitemap.xml): Contains all public & indexable URLs for this website.

## Posts

- [The Medical Sales Success Secret Your Boss Won't Tell You](https://medicalsalestraining.com/the-medical-sales-success-secret-your-boss-wont-tell-you/) - Every rep wants to know the medical sales success secret. Unfortunately, most reps don'ts discover it until they've hit burnout or the end of their career.
- [Why "Mastering Medical Sales" Had to Evolve: Your Essential Guide to Today's Healthcare Landscape](https://medicalsalestraining.com/why-mastering-medical-sales-had-to-evolve-your-essential-guide-to-todays-healthcare-landscape/) - Why "Mastering Medical Sales" Had to Evolve: Your Essential Guide to Today's Healthcare Landscape Why did I rewrite the book on medical sales? The world of medical sales is a dynamic and constantly shifting landscape, far removed from what it was even a decade ago. This is precisely why my book, "Mastering Medical Sales,"
- [Medical Sales Lessons From The Super Bowl](https://medicalsalestraining.com/medical-sales-lessons-from-the-super-bowl/) - As we reflect on the recent Super Bowl game, there's a profound lesson for medical sales professionals. The game of football, much like medical sales, is a zero-sum game where every move counts and every opportunity seized or missed can make all the difference between victory and defeat.
- [The Med Tech Rep Archetype: Which One Are You?](https://medicalsalestraining.com/the-med-tech-rep-archetype-which-one-are-you/)
- [A Strategy to Address the Price Issue in Medical Sales](https://medicalsalestraining.com/a-strategy-to-address-the-price-issue-in-medical-sales/) - “The materials manager called. She said I need to lower my price by 5% or she’s going to have to change vendors. Price is the only thing she cares about. She just doesn’t get it.” Medical sales reps say that price is one of the biggest issues they face on an ongoing basis. No surprise
- [When Accounts Blame The Rep (i.e. ...YOU!)](https://medicalsalestraining.com/when-accounts-blame-the-rep-i-e-you/)
- [Medical Sales and A.I.: A Useful Tool That Won't Replace You](https://medicalsalestraining.com/medical-sales-and-a-i-a-useful-tool-that-wont-replace-you/)
- [Medical Sales: Pitchy Reps Get Rich](https://medicalsalestraining.com/medical-sales-pitchy-reps-get-rich/) - Medical sales representatives think their job is to get in front of physicians, and pitch. Dumb move! In this article, we explore what to do instead.
- [The Redundant Mistake To Fix Now For Explosive Medical Sales](https://medicalsalestraining.com/the-redundant-mistake-to-fix-now-for-explosive-medical-sales/) - Medical sales representatives make redundant mistakes that cost them precious sales. Here's a simple tactic to avoid this common mistake and sell more.
- [When Medical Reps Ask Stupid Questions](https://medicalsalestraining.com/when-medical-reps-ask-stupid-questions/) - Doctors and other HCPs have to deal with medical sales representatives who seem to have an uncanny ability to ask the most ridiculous or even stupid questions.
- [Customer-Centric Selling: Think Like The Doctor](https://medicalsalestraining.com/customer-centric-selling-think-like-the-doctor/)
- [Medical Sales Call Frequency: How Often?](https://medicalsalestraining.com/medical-sales-call-frequency-how-often-2/)
- [How To Handle Losing An Account In Medical Sales](https://medicalsalestraining.com/how-to-handle-losing-an-account-in-medical-sales/)
- [Yes-Reps Provide Limited Value In Medical Sales](https://medicalsalestraining.com/6683-2/)
- [The Doctor Doesn't Meet With Sales Reps](https://medicalsalestraining.com/the-doctor-doesnt-meet-with-sales-reps/)
- [The Most Overlooked and Valuable Medical Sales Skills](https://medicalsalestraining.com/the-most-overlooked-and-valuable-medical-sales-skills/)
- [Managing The Financial Blindspots For Medical Sales Professionals](https://medicalsalestraining.com/managing-the-financial-blindspots-for-medical-sales-professionals/)
- [Fun in The Waiting Room, or How I'm Tired of Watching Medical Reps Misuse Their Tools](https://medicalsalestraining.com/fun-in-the-waiting-room-or-how-im-tired-of-watching-medical-reps-misuse-their-tools/) - 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]
- [Exposing Hidden Medical Sales Opportunities In The Pandemic](https://medicalsalestraining.com/exposing-hidden-medical-sales-opportunities-in-the-pandemic/) - Medical sales professionals who learn to uncover hidden sales opportunities in the pandemic are generating more sales than ever before. Learn the top secret.
- [The First Rule of Account Penetration](https://medicalsalestraining.com/the-first-rule-of-account-penetration-2/) - 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
- [It's "The Why" That Wins You The Medical Sale - Use It!](https://medicalsalestraining.com/its-the-why-that-wins-you-the-medical-sale-use-it/)
- [Medical Reps: Don't Devalue YOUR Time & Relevance When Talking to Doctors](https://medicalsalestraining.com/medical-reps-dont-devalue-your-time-relevance-when-talking-to-doctors/)
- [Using Case Studies to Build Relationships That Drive Business](https://medicalsalestraining.com/using-case-studies-to-build-relationships-that-drive-business/)
- [In Medical Sales...Fear The Customer, Not The Competition](https://medicalsalestraining.com/in-medical-sales-fear-the-customer-not-the-competition/) - This video explains why medical sales reps should worry less about the competition and much more about the customer.
- [Medical Sales During Coronavirus](https://medicalsalestraining.com/medical-reps-coronavirus-crisis/) - Medical device sales representatives, pharmaceutical reps, biotechnology reps, and others must be aware customer concerns during coronavirus threat.
- [The Medical Sales Activity Where Most Medical Reps Suck !](https://medicalsalestraining.com/the-medical-sales-activity-too-many-medical-reps-suck-at/)
- [The ONE Strategy to OWN THE TERRITORY in 2021](https://medicalsalestraining.com/the-one-strategy-to-own-the-territory-in-2021/)
- [Medical Reps Sell THIS To Double or Triple Sales](https://medicalsalestraining.com/medical-reps-sell-this-to-double-or-triple-sales/)
- [Steve Benson, CEO of Badger Maps Discusses Selling During & After COVID](https://medicalsalestraining.com/6068-2/) - Mace Horoff interviews Steve Benson, CEO of Badger Maps to discuss what salespeople should do right now to sell during the coronavirus pandemic.
- [Medical Reps - A HUGE Common Mistake Made By Most](https://medicalsalestraining.com/medical-reps-a-huge-common-mistake-made-by-most/)
- [Getting Past Gatekeepers Since COVID](https://medicalsalestraining.com/getting-past-gatekeepers-since-covid/)
- [Save The Excuses. Do This Instead...](https://medicalsalestraining.com/save-the-excuses-do-this-instead/)
- [Medical Sales Call Frequency: How Often?](https://medicalsalestraining.com/medical-sales-call-frequency-how-often/)
- [Discover Your Blind Spots in Medical Sales](https://medicalsalestraining.com/discover-your-blind-spots-in-medical-sales/)
- [Stop Using This Useless Medical Sales Question !](https://medicalsalestraining.com/stop-using-this-useless-medical-sales-question/)
- [The New Definition of Lazy For Medical Sales](https://medicalsalestraining.com/the-new-definition-of-lazy-for-medical-sales/)
- [Medical Sales and The Pain in Healthcare](https://medicalsalestraining.com/medical-sales-and-the-pain-in-healthcare/)
- [Stop Stressing Out HCPs During Medical Sales Calls](https://medicalsalestraining.com/stop-stressing-out-hcps-during-medical-sales-calls/)
- [Medical Reps: In Times of Change, You Must Change](https://medicalsalestraining.com/medical-reps-in-times-of-change-you-must-change/)
- [HCP's Reasons Not To Meet Or Not To Buy Are Reasons Why You Must Persist](https://medicalsalestraining.com/hcps-reasons-not-to-meet-or-not-to-buy-are-reasons-why-you-must-persist/)
- [How Medical Sales Reps Can Sell More In The Age of COVID](https://medicalsalestraining.com/how-medical-sales-reps-can-sell-more-in-the-age-of-covid/)
- [Selling During the Corona Virus Threat](https://medicalsalestraining.com/selling-during-the-corona-virus-threat/)
- [Goals Don't Create Success in Medical Sales. This Does...!](https://medicalsalestraining.com/goals-dont-create-success-in-medical-sales-this-does/)
- [How Medical Sales Reps Must Prepare for The Next Recession](https://medicalsalestraining.com/how-medical-sales-reps-must-prepare-for-the-next-recession/)
- [Medical Sales Reps How to Sell YOURSELF First!](https://medicalsalestraining.com/medical-sales-reps-need-to-sell-themselves-first/)
- [How to Impress HCPs...And NOT!](https://medicalsalestraining.com/how-to-impress-hcps-and-not/)
- [What the Presidential Primaries Teach About Medical Sales](https://medicalsalestraining.com/what-the-presidential-primaries-teach-about-medical-sales/) - If you’ve been paying attention to the presidential primaries, you’ve observed some sales presentations — mostly bad ones. There are some great lessons in how not to sell. Many of the leading candidates spend a good portion of their time trying to tear down their competition instead of describing in detail how they're going to improve
- [Low Prices Buy Forgiveness for Medical Devices, But...](https://medicalsalestraining.com/medical-devices-low-price-buys-forgiveness/) - Medical sales representatives have something in common with their customers: they are consumers. We all buy goods and services. It’s normal to want the best product, with the best service, at the best price. If we can’t have all three, we might be willing to compromise if one or two are significantly high to outweigh
- [Can't Get an Appointment? Go anyway!](https://medicalsalestraining.com/medical-reps-dont-need-appointments/) - If you’re a medical sales professional with a large territory, the geography you cover offers an additional challenge to the many you face. The challenge is getting in front of customers on a regular basis. Instead of strategically planning personal visits, reps default to cold-calling by telephone or email to land appointments. The problem is
- [Medical Sales: 3 Case Studies in Customer Service - Case 1](https://medicalsalestraining.com/customer-service-lesson-1-medical-sales/) - Lately, I’ve had a bad run of customer service experiences. Maybe it’s the Universe’s way of telling me to share some ideas about customer service with the medical sales professionals I serve. The case studies that I’m about to share with you will have a point that applies to your medical sales territory. Case 1:
- [Get Real About Customer Expectations](https://medicalsalestraining.com/get-real-about-customer-expectations/) - Medical Sales Reps Must Never Mistake Customer Loyalty for Reduced Expectations Medical sales reps sometimes make the mistake of thinking that the longer they’ve had a healthcare professional as a customer, the more secure that business is. It’s as if the length of the relationship buys you some forgiveness and understanding if you can’t always provide
- [Get Over Yourself—Customers Don’t Need to Like You](https://medicalsalestraining.com/get-over-yourself-customers-dont-need-to-like-you/) - There is a huge myth in the medical sales community that relationships are everything. That’s a bunch of BS. Are relationships important? Yes, to a point. The problem is that too many medical sales representatives base their sales approach on trying to be liked instead of trying to be effective. I have to stifle my
- [Medical Sales: A Customer's Crisis is Your Opportunity](https://medicalsalestraining.com/customers-crisis/) - Convert Business by Stepping-in When Customers Need Immediate Help Almost every medical sales rep has one or more high-volume accounts who seem married to one of your competitors. No matter what you do, the customer won't even consider the options you offer. You even lie awake at night, thinking of ways to steal business from the competition, especially
- [Medical Sales Training - Necessary or Nice?](https://medicalsalestraining.com/medical-sales-training-necessary/) - Taking a Look at the Need for High-level Medical Sales Training for Representatives Medical sales training is often at the bottom of the list for healthcare sales representatives. After all, many people who enter into medical sales bring sales experience from other industries. Sales is sales, right? Many think that sales is intuitive, and at
- [Dealing with the Price Issue in Medical Sales](https://medicalsalestraining.com/dealing-with-the-price-issue-in-medical-sales/) - Sales reps often struggle when hospitals and other customers demand lower pricing. How should you deal with the price issue?
- [Selling Medical Devices: ROI or Die!](https://medicalsalestraining.com/selling-medical-devices-with-roi/) - Medical sales reps always talk products, but seldom talk "ROI." Here's how and why you must.
- [Keeping Competitors Away from Customers in Medical Sales](https://medicalsalestraining.com/keeping-competitors-away-from-customers-in-medical-sales/) - Are you making it easier for your competitors to spend time with your customers? Stop it now!
- [Better Than Using Technology in Medical Sales](https://medicalsalestraining.com/technology-medical-sales/)
- [How to Not Suck at Follow-up in Medical Sales](https://medicalsalestraining.com/medical_sales_follow_up/) - Follow-up is where most reps drop the ball. Follow-up is not an afterthought. It is your key to success.
- [The Great Medical Sales Trial Close](https://medicalsalestraining.com/the-great-medical-sales-trial-close/) - Medical sales reps can improve their closing ratios by using effective trial closes. A trial close is not asking for the business, but asking how the prospect feels or perceives something specific about what was covered in the sales conversation. Most medical sales reps I meet have a fear of coming across as pushy. It's
- [Intuition Could Be Killing Your Medical Sales](https://medicalsalestraining.com/intuition-could-be-killing-your-medical-sales/) - 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
- [Primer on Selling to Doctors (and Other HCPs)](https://medicalsalestraining.com/primer-on-selling-to-doctors-and-other-hcps/)
- [Manage Critical Situations in Medical Sales Quickly](https://medicalsalestraining.com/avoid-delay-in-crisis-situations-in-medical-sales/)
- [Medical Reps: Drop "The Drop-By" Mentality - It's Costing You!](https://medicalsalestraining.com/drop-drop-by/)
- [Winging-It in Medical Sales: The Road to Bad First Impressions](https://medicalsalestraining.com/medical-sales-bad-first-impressions/)
- [Success in Medical Sales Means "Showing Up." Are you?](https://medicalsalestraining.com/success-in-medical-sales-means-showing-up-are-you/)
- [Medical Rep Customer Service Activities Are Really Sales Opportunities - Don't Waste Them!](https://medicalsalestraining.com/medical-rep-customer-service-sales-opportunities/)
- [Time & Territory Management for Medical Sales Professionals](https://medicalsalestraining.com/time-territory-management-for-medical-sales-professionals/)
- [Features & Benefits Might Be Hurting Your Medical Sales](https://medicalsalestraining.com/features-benefits-might-be-hurting-your-medical-sales/)
- [Closing the Medical Sale](https://medicalsalestraining.com/closing-the-medical-sale/)
- [Moving from Average to Awesome Medical Sales](https://medicalsalestraining.com/moving-from-average-to-awesome-medical-sales/) - The traits and behaviors that separate average medical sales representative from the great ones are subtle.
- [Medical Device Sales Requires More Than a Pharmaceutical-Style Sales Call](https://medicalsalestraining.com/medical-device-sales-more-than-pharmaceutical/) - …By the Way, So Does Pharmaceutical Sales! As someone who spends a lot of time providing medical sales training, I’m all too familiar with pharmaceutical sales reps who use the detailing sales model to sell (I use the word sell with hesitation). What's sad are the number of medical device sales representatives using the same approach.
- [Identifying the Decision-makers in Medical Sales](https://medicalsalestraining.com/identifying-the-decision-makers-in-medical-sales/)
- [Focus On The Patient and Sell More!](https://medicalsalestraining.com/focus-on-the-patient-and-sell-more/)
- [Stop the Stupid Practice of Bribing Your Way Into Doctor Offices With Food](https://medicalsalestraining.com/stop-the-stupid-practice-of-bribing-your-way-into-doctor-offices-with-food/)
- [How to Overcome a Customer's Perception of Your Youth & Inexperience in Medical Sales](https://medicalsalestraining.com/how-to-overcome-a-customers-perception-of-youth-inexperience-in-medical-sales/)
- [If You Think Gatekeepers Are Your Biggest Problem...](https://medicalsalestraining.com/if-you-think-gatekeepers-are-your-biggest-problem/)
- [Medical Sales Reps: YOU Are The Brand](https://medicalsalestraining.com/medical-sales-reps-you-are-the-brand-2/)
- [Resist the Urge to Be a Yes-Person](https://medicalsalestraining.com/resist-the-urge-to-be-a-yes-person/)
- [Banning Medical Sales Representatives from The Operating Room - Not the Worst Thing...](https://medicalsalestraining.com/banning-medical-sales-representatives-from-the-operating-room-not-the-worst-thing/)
- [Medical Sales and Customers "Cheating" on You](https://medicalsalestraining.com/medical-sales-and-customers-cheating-on-you/)
- [The Future for Medical Sales Representatives and How to Prepare](https://medicalsalestraining.com/the-future-for-medical-sales-representatives-and-how-to-prepare/)
- [Medical Device and Pharmaceutical National Sales Meetings That Generate ROI](https://medicalsalestraining.com/medical-device-and-pharmaceutical-national-sales-meetings-that-generate-roi/) - Medical device and pharmaceutical companies invest millions of dollars on national sales meetings. Why? Ultimately, it’s to grow sales or to sustain growth. That’s the goal, plain and simple. National sales meetings (NSMs) are organized for multiple reasons, but most commonly for the purpose of: Getting everyone focused on a company mission and agenda Creating
- [The Medical Sales Representative's Number One Way to Create Engagement and Sell More](https://medicalsalestraining.com/the-medical-sales-representatives-number-one-way-to-create-engagement-and-sell-more/)
- [Remove Doubt from Medical Sales Calls by Selling Yourself First](https://medicalsalestraining.com/remove-doubt-from-medical-sales-calls-by-selling-yourself-first/)
- [Medical Sales Reps . . . Don't Be Too Busy to Win!](https://medicalsalestraining.com/medical-sales-reps-dont-busy-win/)
- [How to Reboot Your Medical Sales Territory](https://medicalsalestraining.com/reboot-medical-sales-territory/)
- [The Essence of Trust in Medical Sales](https://medicalsalestraining.com/essence-trust-medical-sales/)
- [How to Keep Your Products From Being The Best Kept Secret in Healthcare](https://medicalsalestraining.com/keep-products-secret-medical-sales/)
- [Create a Crisis Plan in Medical Sales to Differentiate and Serve](https://medicalsalestraining.com/create-crisis-plan-medical-sales-differentiate-serve/)
- [Increasing Medical Sales with Resources You Already Have](https://medicalsalestraining.com/increasing-medical-sales-resources-already/)
- [The Medical Sales Call: Rarely a Solo Event](https://medicalsalestraining.com/medical-sales-call-rarely-solo-event/)
- [What's That...YOUR Customers Are Different? . . . I Don't Think So!](https://medicalsalestraining.com/customers-different/)
- [Instead of Discussing Product, Try This . . .](https://medicalsalestraining.com/instead-discussing-product-try/)
- [Medical Sales and The Beauty of NO!](https://medicalsalestraining.com/medical-sales-beauty-no/)
- [How Medical Sales Reps Are Like Dog Trainers](https://medicalsalestraining.com/medical-sales-reps-like-dog-trainers/)
- [The "Dating Approach" to Persistence in Medical Sales](https://medicalsalestraining.com/dating-approach-persistence-medical-sales/)
- [Medical Sales Reluctance: What Happens When Customers Realize You're Trying to Sell Them?](https://medicalsalestraining.com/medical-sales-reluctance/)
- [Medical Sales: When Your Ego is Challenged -- Using the Higher Authority](https://medicalsalestraining.com/ego-challenged-higher-authority/)
- [Tough Call: When a Competitor's Product Provides Better Patient Outcomes](https://medicalsalestraining.com/tough-call-competitors-product-provides-better-patient-outcomes/)
- [Medical Sales: You Must Do What Technology Can't](https://medicalsalestraining.com/technology-overuse/)
- [Skills and Knowledge Proficiency in Medical Sales](https://medicalsalestraining.com/skills-knowledge-proficiency-medical-sales/)
- [Using Urgency to Sell More in Medical Sales](https://medicalsalestraining.com/urgency-in-medical-sales/)
- [Medical Sales Account Penetration Strategies](https://medicalsalestraining.com/medical-sales-account-penetration-strategies/)
- [Scenes from an Unprofessional Sales Call and How to Apply the Lessons in Your Territory](https://medicalsalestraining.com/scenes-unprofessional-sales-call-apply-lessons-territory/)
- [What Success in Medical Sales Is and What It Isn't](https://medicalsalestraining.com/success-medical-sales/)
- [Listening IS NOT Thinking About What You're Going to Say Next](https://medicalsalestraining.com/listening-not-thinking-youre-going-say-next/) - I've been working with medical sales reps for a lot of years. The truth is found first in their eyes, then in their actions. What their eyes often say is that they're not listening when a prospect or customer is talking. No, they're thinking about what they're going to say next...and it's costing them sales.
- [Medical Sales: Ditch the Apologetic Attitude!](https://medicalsalestraining.com/medical-sales-ditch-apologetic-attitude/)
- [Control the Medical Sales Conversation](https://medicalsalestraining.com/control-medical-sales-conversation/) - Control the conversation or hope that it goes in the right direction. You choose...
- [CREAM and the Power of Cash in Medical Sales](https://medicalsalestraining.com/cream-power-cash-medical-sales/)
- [How the Medical Sales Mission Mindset Trumps Relationships](https://medicalsalestraining.com/medical-sales-mission-mindset-trumps-relationships/)
- [The Best Medical Sales Reps Have The Best Excuses](https://medicalsalestraining.com/best-medical-sales-reps-best-excuses/)
- [Medical Sales: Don't Be "The Enemy"](https://medicalsalestraining.com/medical-sales-dont-enemy/) - If all you do is talk product/service with your customers, guess what? They might start to see you as "The Enemy." Instead, take every opportunity to differentiate yourself as Mace Horoff describes here. This way, you won't be the enemy...you'll be The Hero!
- [Medical Sales: Act Like a Guest](https://medicalsalestraining.com/medical-sales-act-like-guest/) - Medical sales reps shouldn't need to be reminded of this, but unfortunately, they do. When you visit a hospital, doctors office, or any other prospect or customer in your territory, you're a guest. In other words, show some common courtesy. Like what? For starters, when you check in at the receptionists window, make sure you're
- [Medical Sales: 3 Case Studies in Customer Service - Case 2](https://medicalsalestraining.com/medical-sales-customer-service-case-2/) - Lessons From The Car Dealer Service Department It's a sad, but true fact of life that you don't have to look long to find bad examples of customer service. Think of some bad customer service you’ve experienced lately. How did you feel at the moment? How do you feel now about the business or persons
- [7 Steps to Getting Your Desired Medical Sales Results in the Coming Year](https://medicalsalestraining.com/desired-medical-sales-results-year/) - Human beings hate change. Sure, there are changes we seek, like a new hairstyle, new clothes or a new car. But in terms of our routines and habits, we prefer most things to stay the same. We get comfortable. In a rapidly changing industry like healthcare, comfortable is dangerous. Change is unavoidable, and if you're not changing
- [Selling Change in Medical Sales in 2016](https://medicalsalestraining.com/selling-change-medical-sales-2016/)
- [How to "Toot Your Own Horn" in Medical Sales](https://medicalsalestraining.com/toot-horn-medical-sales/)
- [Five Simple Ways to Build Trust in Medical Sales](https://medicalsalestraining.com/five-simple-ways-to-build-trust-in-medical-sales/) - Medical sales training courses rarely mention the TV show, “24.” However, my training does. You frequently heard the main character, Jack Bauer, utter the words, “Trust me.” In these scenes, he was usually asking for information or for permission to help someone. Usually, these people were in dire circumstances with little choice other than to trust
- [Scenes from a Blown Presentation Opportunity](https://medicalsalestraining.com/scenes-from-a-blown-presentation-opportunity/) - A few weeks back, I got a call from a medical sales representative named Roberto. He just completed a sales call with a hospital CEO that did not go well. He found my medical sales training site and wanted to know if I could help him undo the damage. The purpose of Roberto’s appointment was
- [Stop Being So Damn Reasonable in Medical Sales](https://medicalsalestraining.com/stop-being-so-damn-reasonable-in-medical-sales/) - As a medical sales rep, you may feel like you’re constantly dealing with a delicate balance. You want to sell as much as you can to your customers, but you don’t want to over-do it—you want to be reasonable. How much is enough and how much is too much? It depends on you. If your
- [The Medical Sales Secret to Making Customers Want to Buy](https://medicalsalestraining.com/medical-sales-secret-making-customers-buy/)
- [Information Retrieval and Redundancy are Critical Success Factors for Medical Sales](https://medicalsalestraining.com/information-retrieval-and-redundancy-are-critical-success-factors-for-medical-sales/) - A few months ago, I was talking to Denise, a medical sales rep who was asking for some help with a specific sales challenge. I asked her for some specific information to better define the problem. She said, “Wait a second…I have that written down.” She pulled out a large planner, about the size of
- [Don't Tell Doctors and Other Healthcare Experts What They Should Know or Should Do](https://medicalsalestraining.com/dont-tell-doctors-and-other-healthcare-experts-what-they-should-know-or-should-do/) - 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
- [5 Steps to Stop Sabotaging Your Medical Sales Efforts with a Boring Demeanor](https://medicalsalestraining.com/5-easy-steps-to-stop-sabotaging-your-medical-sales-efforts-with-a-boring-demeanor/) - If I were to describe the average demeanor of a salesperson presenting a product to a healthcare professional, it would be somewhere between going to the dentist to get a cavity fixed and watching paint dry. In other words, they don’t seem very excited and they just want to get it over with. If you’re
- [Donald Kelly Interviews Mace Horoff about Dealing with Reluctant Buyers](https://medicalsalestraining.com/donald-kelly-interviews-mace-horoff-about-dealing-with-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
- [How to Get a Real ROI from Medical Device National Sales Meetings](https://medicalsalestraining.com/how-to-get-a-real-roi-from-medical-device-national-sales-meetings/)
- [3 Traits of Great Medical Sales Reps vs. Average](https://medicalsalestraining.com/3-things-for-great-medical-sales-reps-vs-average/)
- [You Can’t Be A Medical Sales Professional <em>and</em> a Schmuck](https://medicalsalestraining.com/medical-sales-professional-or-schmuck/) - Late one afternoon last week I answered my office phone. A woman said, “Hello. Can I please speak to the owner?” An opening like tells me that I will soon be hanging up on an annoying telephone solicitor. I always make an effort to be polite, but I value my time and unprepared, unprofessional salespeople
- [If you think getting past the gatekeeper is your biggest problem, then you’ve got bigger problems!](https://medicalsalestraining.com/if-you-think-getting-past-the-gatekeeper-is-your-biggest-problem-then-youve-got-bigger-problems/) - The most common challenge I'm asked to address during live presentations, workshops, and that I receive numerous emails and phone calls about is, “How do I get past the gatekeeper?” I’m happy to help. I’ve written about it. Shot a video about it. I often spend a couple of hours discussing it and addressing it
- [When Healthcare Providers Underestimate Their Inefficiencies and Standards of Care](https://medicalsalestraining.com/healthcare-inefficiencies-standards-care/) - 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
- [When Your Medical Sales Presentations Don't Go Well](https://medicalsalestraining.com/article-preparation/) - I'm amazed whenever a medical device representative bungles a presentation. The sales presentation - that shining moment when those of us who have chosen this profession get to demonstrate our skills and ability - becomes a display of incompetence. In my opinion, this occurrence is due to two things: 1. Lack of proper preparation, or
- [The Problem with Medical Sales Training](https://medicalsalestraining.com/article-problem_with_sales_trai/) - Medical device companies spend tens of millions of dollars every year on sales training, often with no measurable improvement in sales. I know because I sat through countless seminars, training sessions, and home-study courses for 20 plus years. I was also been brought in as a trainer, handed a company-designed training manual and told to "use this."
- [Medical Sales: No Such Thing as a Competitive Account](https://medicalsalestraining.com/article_competitive_accounts/) - Does your heart sink when you encounter a physician or hospital that has been buying from the competition for years? Whenever you make a sales call, they tell you how satisfied they are with Brand X, and that there is no reason for them to consider a change at this time. Many medical sales people make the mistake of
- [Are You Committing Medical Sales Malpractice Because of Your Customer Relationships?](https://medicalsalestraining.com/sales-malpractice/) - Forging relationships with customers is an important part of effective selling. People are more likely to buy from you when they know you, like you and trust you. Relationships are important in sales, but sometimes salespeople allow relationships to interfere with the sales process. What is your main job as a sales professional? This is
- [Doctor, Stop Wasting Time With Medical Sales Representatives Who Don't Offer Unconditional Value to Your Practice and Your Patients](https://medicalsalestraining.com/doctor-stop-wasting-time-with-medical-sales-representatives-who-dont-offer-unconditional-value-to-your-practice-and-your-patients/) - This is a reprise of an article that was posted several years ago. While the title gives the appearance that it is written for doctors, it's really for medical sales professionals...and doctors, because doctors do business with some medical sales reps for the wrong reasons. Share this with your colleagues. You might even write the
- [Some Fine Points on Medical Sales Etiquette](https://medicalsalestraining.com/some-fine-points-on-medical-sales-etiquette/)
- [Medical Sales Reps...Do You Speak "Compliance"?](https://medicalsalestraining.com/medical-sales-reps-do-you-speak-compliance/)
- [Medical Sales : YOU Must Be Better Than Your Product](https://medicalsalestraining.com/medical-sales-you-must-be-better-than-your-product/)
- [Medical Sales: Are You Comfortable Making Your Customers Uncomfortable?](https://medicalsalestraining.com/medical-sales-are-you-comfortable-making-your-customers-uncomfortable/)
- [Dealing with the Medical Professional's Ego When Selling New Technology](https://medicalsalestraining.com/dealing-with-the-medical-professionals-ego-when-selling-new-technology/)
- [Medical Sales: Selling New Technology to Healthcare Providers](https://medicalsalestraining.com/medical-sales-selling-new-technology-to-healthcare-providers/)
- [How to Get Your Medical Sales Prospects to Want Your Product Now](https://medicalsalestraining.com/how-to-get-your-medical-sales-prospects-to-want-your-product-now/)
- [Why Does the Medical Sale Sometimes Take Longer Than Expected](https://medicalsalestraining.com/why-does-the-medical-sale-sometimes-take-longer-than-expected/)
- [How to Diversify Your Medical Sales Customer Base](https://medicalsalestraining.com/how-to-diversify-your-medical-sales-customer-base/)
- [In Medical Sales, Sell with Passion, but Remember It's a Business](https://medicalsalestraining.com/in-medical-sales-sell-with-passion-but-remember-its-a-business/)
- [Why You Can't Tell Healthcare Providers What to Do and What to Do Instead](https://medicalsalestraining.com/why-you-cant-tell-healthcare-providers-what-to-do-and-what-to-do-instead/)
- [Do You Think Your Medical Product is the Best? Keep It to Yourself!](https://medicalsalestraining.com/do-you-think-your-medical-product-is-the-best-keep-it-to-yourself/)
- [What Your Healthcare Customers Are Willing to Discuss](https://medicalsalestraining.com/what-your-healthcare-customers-are-willing-to-discuss/)
- [Great Medical Sales Reps Use These Resources](https://medicalsalestraining.com/great-medical-sales-reps-use-these-resources/)
- [Handling Call Reluctance in Medical Sales](https://medicalsalestraining.com/handling-call-reluctance-in-medical-sales/)
- [Call Frequency in Medical Sales](https://medicalsalestraining.com/call-frequency-in-medical-sales/)
- [Salvaging the Medical Sales Call That Is Not Going Well](https://medicalsalestraining.com/salvaging-the-medical-sales-call-that-is-not-going-well/)
- [The Secret Ingredient of the Top Performers in Medical Sales](https://medicalsalestraining.com/the-secret-ingredient-of-the-top-performers-in-medical-sales/)
- [A Shameful Admission of Complacency, Arrogance, and Lost Business -- Are you vulnerable?](https://medicalsalestraining.com/a-shameful-admission-of-complacency-arrogance-and-lost-business-are-you-vulnerable/)
- [Why You Have Trouble Getting Past the Gatekeeper in the Doctor's Office or Hospital](https://medicalsalestraining.com/why-you-have-trouble-getting-past-the-gatekeeper-in-the-doctors-office-or-hospital/)
- [When Your Competitor is Also Your Customer's Friend](https://medicalsalestraining.com/when-your-competitor-is-also-your-customers-friend/)
- [How to Avoid Big Problems When the Decision-Makers Change in Your Healthcare Accounts](https://medicalsalestraining.com/how-to-avoid-big-problems-when-the-decision-makers-change-in-your-healthcare-accounts/)
- [When One of Your Healthcare Customers Says, "Let Me Think It Over..."](https://medicalsalestraining.com/when-one-of-your-healthcare-customers-says-let-me-think-it-over/)
- [Stop Being Intimidated by Doctors and Other Healthcare Experts](https://medicalsalestraining.com/stop-being-intimidated-by-doctors-and-other-healthcare-experts/)
- [The Medical Sales Representative -- An Endangered Species](https://medicalsalestraining.com/the-medical-sales-representative-an-endangered-species/)
- [An Effective Sales Approach to Get Time with a Doctor Who Will Listen to What You Have to Say](https://medicalsalestraining.com/an-effective-sales-approach-to-get-time-with-a-doctor-who-will-listen-to-what-you-have-to-say/)
- [Don't Tell a Customer "His Baby is Ugly"](https://medicalsalestraining.com/dont-tell-a-customer-his-baby-is-ugly/)
- [Doctor Doesn't Think That Sales Presentation Skills are Important...That's Good!](https://medicalsalestraining.com/doctor-doesnt-think-that-sales-presentation-skills-are-important-thats-good/)
- [A Costly Medical Sales Mistake That Must Be Avoided](https://medicalsalestraining.com/a-costly-medical-sales-mistake-that-must-be-avoided/)
- [When Selling to Medical Professionals, Let the Experts Be The Experts](https://medicalsalestraining.com/when-selling-to-medical-professionals-let-the-experts-be-the-experts/)
- [An Indicator to Tell if Your Medical Sales Presentation is Making Progress or Not](https://medicalsalestraining.com/an-indicator-to-tell-if-your-medical-sales-presentation-is-making-progress-or-not/)
- [Dealing with Customer Friendships in Medical Sales](https://medicalsalestraining.com/dealing-with-customer-friendships-in-medical-sales/)
- [A Simple Way to Differentiate Yourself with Your Medical Sales Customers](https://medicalsalestraining.com/a-simple-way-to-differentiate-yourself-with-your-medical-sales-customers/)
- [In Medical Sales, Doctors Don't Always Pay Attention](https://medicalsalestraining.com/in-medical-sales-doctors-dont-always-pay-attention/)
- [The Problem with Your Medical Sales Resume](https://medicalsalestraining.com/the-problem-with-your-medical-sales-resume/)
- [What emergency procedures practice in flying taught me about medical sales](https://medicalsalestraining.com/11/) - This week, I experienced something in the aviation world that transfers directly to medical sales. As a pilot, I’m required to complete a flight review in my airplane every two years to keep my license current and my insurance company happy. I fly often and I have always regarded the flight review as a mere
- [When Medical Sales Reps Are Like Flying Squirrels](https://medicalsalestraining.com/when-medical-sales-reps-are-like-flying-squirrels/) - Last Wednesday, I called a friend of mine who is a medical products distributor up in the northeast. I said, “Charlie, did you hear about the commotion in the Emergency Room last night at Robert Wood Johnson University Hospital in Rahway, New Jersey? Charlie acted concerned. “Did one of my salesmen skip checking into purchasing
- [What a Lousy Approach..."No Mary, I Don't Want to Meet with You."](https://medicalsalestraining.com/what-a-lousy-approach-no-mary-i-dont-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
- [Undercover Boss - Medical Sales](https://medicalsalestraining.com/undercover-boss-medical-sales/) - I don’t like reality TV. When I watch TV, I want to escape from reality. There is a time to set aside and forget your problems and the way to do this, in my opinion, is not by living someone else’s. One reality show worth watching though, is Undercover Boss. This is a show where
- [What medical sales reps can learn from a flash mob](https://medicalsalestraining.com/what-medical-sales-reps-can-learn-from-a-flash-mob/) - http://youtu.be/mrEk06XXaAw 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
- [What separates the "great medical sales reps" from a sea of "good ones?"  Follow-up!](https://medicalsalestraining.com/what-separates-the-great-medical-sales-reps-from-a-sea-of-good-ones-follow-up/) - When I ask a room full of medical sales representatives, “What is the part of the sales process that is almost guaranteed?” there is always at least one cocky, over-confident rep who responds, “Closing the sale!” If that were true, you wouldn’t be reading this blog and I wouldn’t be writing it. Getting a healthcare
- [Why your healthcare customers don't sleep well at night...and how you can help.](https://medicalsalestraining.com/why-your-healthcare-customers-dont-sleep-well-at-night-an-how-you-can-help/) - One of the key things that savvy medical sales professionals are aware of is the perceived value of reducing risk for healthcare professionals. Risk is a broad category. Typically we think of risk avoidance in healthcare as preventing harm to a patient or obtaining something better than a suboptimal result. But healthcare professionals feel like
- [Why DID You Get the Sale?](https://medicalsalestraining.com/why-did-you-get-the-sale/) - 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
- [Two Common Medical Sales Scenarios on complacency and account penetration.  Which one are you in?](https://medicalsalestraining.com/two-common-medical-sales-scenarios-on-complacency-and-account-penetration-which-one-are-you-in/) - Scenario 1: Sales rep who has called on the account for 8 years receives news from department and purchasing that a directive was received from the C-Suite to buy a competitive product. Sales rep (let’s call him Bob) asks for directions to executive offices in hospital and goes there. He enters the suite where he
- [This Year in Medical Sales, The Only Way to Win is to Do Things Differently](https://medicalsalestraining.com/this-year-in-medical-sales-the-only-way-to-win-is-to-do-things-differently/) - The beginning of a new year is when many medical sales reps look take a look at their territories. They look for ways to develop new customers and sell more to existing ones. It’s a fresh start, at least from the standpoint of your sales numbers. One thing all rational salespeople realize: If they keep
- [The Risk and Myth of the Good-Looking Sales Rep in Medical Sales](https://medicalsalestraining.com/the-risk-and-myth-of-the-good-looking-sales-rep-in-medical-sales/) - People are often hired as medical and pharmaceutical salespeople because of their good looks. Most hiring authorities will deny this, but I've worked in these industries long enough to know better. Multiple times I’ve walked into rooms to deliver a sales program to a healthcare sales force, thinking I was on the set of a
- [The Truth About Customer Expectations in Medical Sales](https://medicalsalestraining.com/the-truth-about-customer-expectations-in-medical-sales/) - 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
- [Three Steps to Overcoming Intimidation by Customers in Medical Sales](https://medicalsalestraining.com/intimidation_article/) - Medical sales representatives all experience some level of intimidation at one time or another. This article will focus on why it occurs, the problems it can cause, and how to overcome it. Why Reps Get Intimidated Medical sales reps sell to experts in their fields. Whether we are selling to a physician, a nurse, or
- [The Entitlement Mentality and Medical Sales](https://medicalsalestraining.com/the-entitlement-mentality-and-medical-sales/) - I get frequent calls from students graduating from college who want to know how to land a job in medical sales. Recently, I had a call from a young man named Shane, who asked me some questions. I don't think he liked my answers. Shane asked, "Where is the best place to send my resume
- [The Differentiator in Medical Sales](https://medicalsalestraining.com/the-differentiator-in-medical-sales/) - 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
- [The Myth of the Reduced-Access Policy for Medical Sales Reps](https://medicalsalestraining.com/the-myth-of-the-reduced-access-policy-for-medical-sales-reps/) - One of the challenges most commonly expressed by medical sales representatives these days is the issue of reduced access to customers. They cite a policy where hospitals no longer grant salespeople free access to employees. They also imply that physicians and other health care customers are dismissive by saying things such as, “Product selection is
- [The Influence of Medical Device Sales Reps is Underrated...and That's Good!](https://medicalsalestraining.com/the-influence-of-medical-device-sales-reps-is-underrated-and-thats-good/) - In a recent blog about the increasing power of group purchasing organizations, blogger Brian Johnson http://bit.ly/MMEeIV refers to a poll of endovascular specialists who were asked how much their product decisions are influenced by medical device sales reps. Only 14% said that medical device sales representatives had a strong influence on their product decisions. It
- [The Often Asked Question: What is the secret to success in medical sales?](https://medicalsalestraining.com/the-often-asked-question-what-is-the-secret-to-success-in-medical-sales/) - 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
- [The Number One Risk to Overcome in Medical Sales](https://medicalsalestraining.com/the-number-one-risk-to-overcome-in-medical-sales/) - Risk is part of healthcare and sales professionals who sell to healthcare providers and institutions have risks that they need to manage. Notice that I used the word “manage”—not “eliminate” or “avoid.” The definition of risk is to expose to danger, harm or loss. Healthcare providers manage risk to the patient, risk to the institutions
- [The Insanity of Medical Sales Reps and Their Managers](https://medicalsalestraining.com/the-insanity-of-medical-sales-reps-and-their-managers/) - I’m brought in to work with under-performing medical sales teams. When I interview reps one-on-one and ask why they’re not growing their territories, they’re often quick to blame the company for not supporting their efforts or crediting their competition with having better products. Flash forward to the sales training workshop when I get to see
- [The Changing Model for O.R. Medical Sales Reps](https://medicalsalestraining.com/the-changing-model-for-o-r-medical-sales-reps/) - I've been getting a lot of calls lately from sales representatives asking me if I think the rep model will change. It's already changing. More hospitals around the country are adopting a model where representatives are no longer used in the operating room during orthopedic recon cases. In fact, the representatives are not even allowed in the operating
- [Successful Medical & Pharma Sales Should Not Be Based On Lunch?](https://medicalsalestraining.com/article_cant_buy_lunch/) - Have healthcare customers been influenced by "the perks" of the business? As we all know, some have been while others have not. When the AdvaMed (Advanced Medical Technology Association) Code of Ethics for Interaction with Health Care Professionals became effective in January 2004, it changed the way many medical device and pharmaceutical companies did business. Prior to that
- [The Biggest Reason Why Medical Sales Representatives Lose Customers](https://medicalsalestraining.com/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
- [The Best Gift to Give a Customer, Distributor or Salesperson is One That Helps Them to Succeed](https://medicalsalestraining.com/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
- [Social Media and the Aspiring or Veteran Medical Sales Rep](https://medicalsalestraining.com/social-media-and-the-aspiring-or-veteran-medical-sales-rep/) - During breakfast this morning, my wife C.J. asked, "Do you think corporations have the right to ask job candidates to reveal their Facebook page?" She was surprised by my answer. I said, "Yes. Companies have the right to ask. Job candidates also have the right to say no, but that may not be a good
- [Successful Medical Reps Are Like Pilots: “The Right Stuff,” Only Closer to the Ground](https://medicalsalestraining.com/successful-medical-reps-are-like-pilots-the-right-stuff-only-closer-to-the-ground/) - I used to think that pilots were men and women of almost super-human skill, until I learned how to fly. The truth is becoming a pilot just isn’t that difficult. There is a lot to learn, but it certainly doesn’t require extraordinary intelligence or coordination. It’s a learned skill, that’s all. There is no question
- [Selling to Physicians—A  problem or an opportunity:  You’ve got 15 seconds.](https://medicalsalestraining.com/selling-to-physicians-a-problem-or-an-opportunity-youve-got-15-seconds/) - If you sell to doctors in the U.S., it’s probably no surprise to you that many are not happy with their jobs and who can blame them. They are losing control of how they treat their patients, the government and insurance companies are telling them what they can charge for what they do, and the
- [Tell your medical sales competition that selling in the summer is a waste of time...](https://medicalsalestraining.com/tell-your-medical-sales-competition-that-selling-in-the-summer-is-a-waste-of-time/) - ...and then work your tail off to sell as much as you can while your competition coasts for a few months! There is some accepted wisdom that healthcare customers, especially physicians, are difficult to call on and sell to during the summer months. I've heard the excuses and so have you: "The doctor is more
- [Sales Presentations:  Be Brief; Add Value](https://medicalsalestraining.com/sales-presentations-be-brief-add-value/) - Busy professionals avoid salespeople when they see it as a waste of time. The same is probably true for you when it comes to reading blogs. So I’ll get to the point: Distill your sales message to be as brief and compelling as possible. Leave out the fluff. Define the benefits clearly. Offer proof that
- [The Big Rookie Medical Sales Mistake](https://medicalsalestraining.com/the-big-rookie-medical-sales-mistake/) - 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
- [So What!  Why Should I Buy From You?](https://medicalsalestraining.com/article_so_what/) - by Mace Horoff You're excited! Your company has just given you a product or service to sell that every one of your customers needs. Medical sales people wait months, or even years for these products or services to be released. This should be a slam-dunk, or as many product managers like to tell the field
- [The "One Thing" That Will Make or Break Your Medical Sales Career](https://medicalsalestraining.com/article_key_to_success/) - When I look back over my long career in medical sales, there was one thing that I always did consistently. My customers always told me that this was the main reason they did business with me. Quite honestly, I was shocked to learn that every sales person didn't do the same thing. But after speaking
- [Off-label use: How do you deal with competitors who are taking business through compliance violations?](https://medicalsalestraining.com/off-label-use-how-do-you-deal-with-competitors-who-are-taking-business-through-compliance-violations/) - Last week, three executives for a major orthopedic trauma company received jail sentences for their roles in the company’s promotion of unauthorized use of a product. Nobody thought that the punishment would extend beyond fines but it’s clear that DOJ wants to send a message to the industry. Sales representatives know the approved indications for
- [Sales managers, it's up to you to ensure an ROI on sales meetings and seminars that your medical reps attend!](https://medicalsalestraining.com/sales-managers-its-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
- [Reason Leads to Conclusion, But Emotion Leads to Action...Even in Medical Sales!](https://medicalsalestraining.com/reason-leads-to-conclusion-but-emotion-leads-to-action-even-in-medical-sales/) - "Reason Leads to Conclusion, But Emotion Leads to Action[1]" ...Even in Medical Sales The practice of medicine is based on science, a body of knowledge accumulated through study and observation. Since science is factual and logical, it might seem that the best way to influence those who make buying decisions in the world of medicine
- [Mistakes in medical sales:  How to fix them and earn the customer’s respect](https://medicalsalestraining.com/mistakes-in-medical-sales-how-to-fix/) - 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
- [Read the signals and go for the kiss!](https://medicalsalestraining.com/read-the-signals-and-go-for-the-kiss/) - Weird title for a blog about medical sales, huh? Well, medical selling is a lot like dating—you need to capitalize on the “opportunities.” Let’s skip dating for a moment and talk selling. Your job is to grow your business, both for yourself and also for the companies you represent. There are essentially two ways to
- [No, It's Not Okay If You Check Your Phone](https://medicalsalestraining.com/no-its-not-okay-if-you-check-your-phone/) - This morning I read a quote from friend and fellow speaker, Terry Brock www.terrybrock.com, who was interviewed in this month's Speaker Magazine. Terry discusses the use and misuse of the ever-present devices in our lives and one of his quotes really resonates with me: "When the person you're with complains about his or her phone
- [Overstaying Your Welcome: How Frequently Should You Call on a Healthcare Customer](https://medicalsalestraining.com/overstaying-your-welcome-how-frequently-should-you-call-on-a-healthcare-customer/) - How frequently should you call on a customer when you sell in healthcare? If you call on someone too often, you might anger them (at least this is what many reps tell themselves). And if you don’t call on them often enough, you’re losing opportunities to make a sale (which is true). I always ask
- [Medical Sales Reps Who Jump Around: What message are you sending to your customers and to future employers?](https://medicalsalestraining.com/medical-sales-reps-who-jump-around-what-message-are-you-sending-to-your-customers-and-to-future-employers/) - Aside from technology, I don’t change things much. I’ve had the same car for six years, the same house for thirteen years, and both the same watch and the same wife for 25 years (and the wife is much more dependable than the watch!). The last sales job I had in the medical device industry
- [Medical Sales Reps…Your customers are hurting!  What are you doing about it?](https://medicalsalestraining.com/medical-sales-repsyour-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
- [Medical Sales Reps:  Why your healthcare customers should almost never think about you.](https://medicalsalestraining.com/medical-sales-reps-why-your-healthcare-customers-should-almost-never-think-about-you/) - 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
- [Medical sales: Coasting is what you do when you’re going downhill!](https://medicalsalestraining.com/medial-sales-coasting-is-what-you-do-when-youre-going-downhill/) - There is a mixed-blessing to earning commissions through recurring business. The plus side is the continuous selling of product with the associated steady flow of income. The potential downside is losing focus on expanding the customer base and product mix; in other words, you stop growing, become complacent and start coasting. Medical sales is hard,
- [Medical Sales Reps:  Sara's Method for Leaving Irrelevant and Annoying Voicemail Messages](https://medicalsalestraining.com/medical-sales-reps-saras-method-for-leaving-irrelevant-and-annoying-voicemail-messages/) - Yesterday, I stopped to say hello to a surgeon who has been a good friend of mine for years. He motioned for me to have a seat in his office as he was rapidly going through his voice mails. I was impressed with the speed at which he punched the delete button to avoid wasting
- [Medical Sales: Know When It’s Time to Call a Competitor](https://medicalsalestraining.com/medical-sales-know-when-its-time-to-call-a-competitor/) - I answered my cell phone on a Thursday afternoon as I was driving between accounts. The voice on the other end said, “Mace, it’s Dan Adams, how are you?” I was more than a bit surprised to be getting a call from one of my top competitors. The words that followed surprised me even more.
- [Medical Sales:  Helping your Health Care Customers to Stay on the Ethical Path](https://medicalsalestraining.com/medical-sales-helping-your-health-care-customers-to-stay-on-the-ethical-path/) - The vast majority of the medical sales professionals I encounter are ethical people. I can tell by how they talk and act, where they focus, and how the occasional moral conundrum affects their sales decisions and activities. Ethical behavior has surfaced as a key issue in health care today, especially in terms of paying attention
- [Medical sales: Don’t be a commodity](https://medicalsalestraining.com/medical-sales-dont-be-a-commodity/) - More and more products in healthcare are being viewed by decision-makers as commodities. In an era of accountable care, products that are good enough are displacing those regarded as the “gold standard.” Selling commodity-type products can be a challenge, but the bigger problem is when you, the sales professional, are a commodity yourself. Hopefully, your
- [Medical Sales: Selling Nice-to-Haves vs. Must Haves](https://medicalsalestraining.com/medical-sales-selling-nice-to-haves-vs-must-haves/) - 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.
- [Medical Sales Decision-Making: Crash and Burn or Go-Around?](https://medicalsalestraining.com/medical-sales-decision-making-crash-and-burn-or-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
- [Medical Sales Product Positioning - Think Before You Speak!](https://medicalsalestraining.com/medical-sales-product-positioning-think-before-you-speak/) - 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
- [Medical Sales Competition: Be Better Than the Products You Sell](https://medicalsalestraining.com/medical-sales-reps-youve-got-to-be-better-than-the-products-you-sell/) - You know what bothers me? Whiny salespeople who whine that the reason they’re not hitting quota is because their product isn’t as good as the competition’s. So, let me get this right…you’re going out on sales calls and trying to sell a product, when you believe in your heart that the competitor’s product is better
- [How the "Miracle on the Hudson" Can Help Medical Sales Professionals to Prepare for the Imminent Healthcare Changes](https://medicalsalestraining.com/obama_healthcare_changes_medica/) - President Obama's new healthcare plan has some people cheering, some people angry, and a myriad of predictions as to how it will affect America's future. Since no one has a crystal ball, it's hard to say for sure how people who sell to healthcare will be affected, but we do know that there will be
- [It's NOT always the polished, knowledgeable medical sales professional who gets the business.  Meet Lou...](https://medicalsalestraining.com/its-not-always-the-polished-knowledgable-medical-sales-professional-who-gets-the-business-meet-lou/) - One of my closest friends had a friend named Lou. I got to know Lou over the years and there is only one phrase that comes to mind when I think of Lou—Piece of Work! Lou is a big guy, a former professional hockey player who often greeted you by lifting you off the ground
- [Healthcare Customers Buy Confidence](https://medicalsalestraining.com/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
- [Medical and Pharma Reps, if customers won't talk to you unless you bribe them with food, answer this:  "what the hell are you selling?"](https://medicalsalestraining.com/medical-and-pharma-reps-if-customers-wont-talk-to-you-unless-you-bribe-them-with-food-answer-this-what-the-hell-are-you-selling/) - I wrote an article back in 2006, What Happens When You Can’t Even Buy a Customer Lunch, that discusses the implications of the AdvaMed (Advanced Medical Technology Association) Code of Ethics for Interaction with Health Care Professionals. Effective since January 2004, it eliminated financial (or gastronomic) inducements (other than what is incidental to normal business)
- [Is being too young or too old an issue in medical sales?  Only if you allow it to be.](https://medicalsalestraining.com/is-being-too-young-or-too-old-an-issue-in-medical-sales-only-if-you-allow-it-to-be/) - People who sell in the world of health care have age hang-ups. That should be no shock, as people have concerns about age in most areas of life, both in terms of being judged, as well as judging others. Medical sales is no different. Sales representatives speak to me about the age issue more frequently
- [How not to succeed in medical sales: Spend Your Time Performing Low-Wage Tasks](https://medicalsalestraining.com/how-not-to-succeed-in-medical-sales-spend-your-time-performing-low-wage-tasks/) - Most medical sales professionals can answer the following question with little problem: What do you get paid to do? The answer of course is: To sell! Why is it then that I often find medical sales representatives performing low-wage activities instead of what they were hired to do? What concerns me more is that they
- [In Healthcare, failure is a dirty word.  How do you sell a product that is associated with failure?](https://medicalsalestraining.com/in-healthcare-failure-is-a-dirty-word-how-do-you-sell-a-product-that-is-associated-with-failure/) - 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
- [How Smart Phones and Other Devices are Making Medical Sales Reps Irrelevant…and What to Do About It](https://medicalsalestraining.com/how-smart-phones-and-other-devices-are-making-medical-sales-reps-irrelevantand-what-to-do-about-it/) - People drop an iPhone or Android into their pocket and act as though they just received a doctorate in world knowledge. Yes, I understand the power that is felt by having instant answers to virtually any question at your fingertips, but it doesn't make you smarter nor will it bail you out of a tough
- [In Medical Sales, You Don't Have to Go It Alone!](https://medicalsalestraining.com/in-medical-sales-you-dont-have-to-go-it-alone/) - Medical sales representatives tend to be competitive people who like to produce results. Unfortunately, many don’t consider a win, a win unless they achieve it on their own. This is a mistake, especially since many sales reps have a host of people they can call on for assistance. The sale is becoming more complex with
- [Guilty Pleasures: They're Necessary to Win at High-Stakes Selling](https://medicalsalestraining.com/guilty-pleasures-theyre-necessary-to-win-at-high-stakes-selling/) - Guilty and pleasure are two words that should not go together, yet the phrase “guilty pleasure” has become part of our language. I was reminded of this the day after Halloween when one of my Facebook friends commented about the excessive number of Reese’s Peanut Butter Cups she ate and how guilty she felt as
- [In Medical Sales, The Strong Ask for Help](https://medicalsalestraining.com/in-medical-sales-the-strong-ask-for-help/) - Many of the people I meet in medical sales have healthy egos. I don't mean that in a bad way. A healthy ego is necessary to sell to highly-educated healthcare professionals. But ego can blind you and make you lose the sale. Medical sales is a job where most people work alone. Even when salespeople
- [In Healthcare, All Sales Presentation Opportunities Are Not Created Equal](https://medicalsalestraining.com/article_medical_sales_opportuni/) - How many times have you spotted one of your health care customers in the hallway of a hospital or clinic or at an industry meeting and thought, "I'm going to see if I can grab a few minutes of their time?" After all, it seems like any time you get to discuss your product or
- [Healthcare Sales: Watch Your Attitude. Don't Lose Altitude.](https://medicalsalestraining.com/article_attitude_altitude/) - Our attitudes send out strong messages whenever we are interacting with a customer. Early in our business relationships, our attitudes are always up. We all present a positive, "can-do" attitude to the customer as the relationship climbs. Our goal in medical device sales is to reach a level with the customer where we are the
- [In Medical Sales, The Enemy of Good is Better](https://medicalsalestraining.com/in-medical-sales-the-enemy-of-good-is-better/) - 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
- [From Hero to Zero:  How to Fail at Medical Sales Even When You’re at the Top](https://medicalsalestraining.com/from-hero-to-zero-how-to-fail-at-medical-sales-even-when-youre-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
- [Eliminating the Number One Reason Why You Can't Get Past the Gatekeeper](https://medicalsalestraining.com/eliminating-the-number-one-reason-why-you-cant-get-past-the-gatekeeper/) - Yes, you've heard me say it before...the biggest challenge that six figure medical sales rep wannabes tell me they have is getting in to see the doctor. Or the department head. Or anyone. Is getting past the gatekeeper a challenge for you? Why is this? It's likely because you act like a salesperson—a stereotypical just-like-every-other-rep-who-walks-through-the-door
- [Expectations for a Medical Sales Job](https://medicalsalestraining.com/expectations-for-a-medical-sales-job/) - I get calls every week from people who are trying to land a medical sales job and want some advice. The calls often sound something like this… “Hi, I just graduated from college and I would like to get into medical sales. I’m looking for a six-figure sales job and was wondering if you can
- [Don't Blame the Customer](https://medicalsalestraining.com/dont-blame-the-customer/) - 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
- [Don’t Blow It When Selling a New Technology in Medical Device Sales](https://medicalsalestraining.com/dont-blow-it-when-selling-a-new-technology-in-medical-device-sales/) - 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
- [Don’t have time to make medical sales calls?  That's Bull!](https://medicalsalestraining.com/dont-have-time-to-make-medical-sales-calls-stop-lying-to-yourself/) - When medical sales reps hurl excuses at their managers and others (including me) as to why their sales numbers are flat, I tell them N-O-R-C. I like these four letters because they are easily text-able (today’s medical reps like to communicate with their thumbs, and that’s a separate issue I will address at another time)
- [A Stupid Medical Sales Question That Makes Your Competition Look Good](https://medicalsalestraining.com/a-stupid-medical-sales-question-that-makes-your-competition-look-good/) - Sales reps know they should use questions during a sales call to identify needs and priorities as well as to control the flow of the conversation. Often though, sales reps ask questions that actually work against them. I listened as Gary, a sales rep who hadn’t been hitting his numbers, asked a couple of common
- [Do you think your product is better than your competition's?  Great!  Just don't tell the customer!](https://medicalsalestraining.com/do-you-think-your-product-is-better-than-your-competitions-great-just-dont-tell-the-customer/) - Sales representatives from every industry love to claim that their product is better. They provide better service. The buyer will get better results and be happier. Sales reps say this because they think it will motivate the customer to buy. It doesn’t. It just makes you look cheesy, sound like a cliché, and presents you
- [Do your customers know what you do behind the scenes to help them and their patients?](https://medicalsalestraining.com/do-your-customers-know-what-you-do-behind-the-scenes-to-help-them-and-their-patients/) - 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
- [Believe in What You Sell, Even When Your Competition Has a Better Product](https://medicalsalestraining.com/believe-in-what-you-sell-even-when-your-competition-has-a-better-product/) - Medical sales reps are usually happy to have a job; at least they start out that way. As they delve deeper into their territories, including their competition, they sometimes realize that their competition’s product is better than theirs. Tough luck because you need to sell what’s in your bag, right? The answer to that question is yes,
- [Be Thankful for Making a Difference in Healthcare](https://medicalsalestraining.com/be-thankful-for-making-a-difference-in-healthcare/) - As a medical sales professional, you’re probably looking forward to the Thanksgiving Holiday. It’s a chance to take a break from your hectic work life and enjoy time with family and friends—assuming you don’t have to work over the holiday weekend. But even if you have to take care of business over the next few
- [Deadly Assumptions in Medical Sales](https://medicalsalestraining.com/deadly-assumptions-in-medical-sales/) - 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,
- [1980 Called...It wants it's medical sales reps back!](https://medicalsalestraining.com/1980-called-it-wants-its-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
- [A key determining factor for your level of success or failure in medical sales is in your pocket](https://medicalsalestraining.com/a-key-determining-factor-for-your-level-of-success-or-failure-in-medical-sales-is-in-your-pocket/) - After penning the title for this article, it occurred to me that some medical sales representatives probably have no idea what I’m referring to. You might be thinking that the key to success that spends time in your pocket is: Your car keys: Wrong by a long shot. What you drive has nothing to do
- [Complacency in Medical Sales -- Shooting Yourself in the Wallet](https://medicalsalestraining.com/article_complacency_medical_sal/) - Complacency kills. It's that simple. It kills pilots, truck drivers, factory and industrial workers, and others who take critical issues for granted. Complacency can also kill your sales, wipe out relationships with customers, and even destroy your business and your career. I know, you would never label yourself as complacent. Most salespeople wouldn't because they
- [Amend Your Sales Process: The Decision-makers in the Medical Sales World are Changing](https://medicalsalestraining.com/medical_sales_decision_makers_c/) - The medical sales landscape is changing, and medical sales professionals need to change along with it. A recent article in Orthopedics Today pointed out that the surgeon product-champion is waning in the new era of healthcare reform. The experts quoted in the article stated that this is not a temporary situation, but the new normal

## Pages

- [Medical Sales Training Specialists](https://medicalsalestraining.com/) - Medical sales training that installs a system, not just skills. The Medical Sales Operating System™ helps reps access more HCPs and win more business.
- [MEDICAL SALES TRAINING SERVICES](https://medicalsalestraining.com/services.html) - Medical Sales Enablement Our services Does Your Healthcare Sales Team Need a Tune-up? Ready to breathe new life into your sales? Let's kickstart it together! Whether you need training for one or one thousand, let's turn those sales goals into impactful reality. Onsite & Virtual Medical Sales Training Workshops Synchronous training delivered onsite at your
- [The Medical Sales Operating System](https://medicalsalestraining.com/medical-sales-operating-system.html) - The Medical Sales Operating System™ replaces fading sales training with a repeatable process medical device, biotech & pharma teams execute from day one.
- [The Medical Sales Minute Newsletter](https://medicalsalestraining.com/medical-sales-minute.html) - Sign up for"The Medical Sales Minute" Newsletter Receive relevant medical sales information in your inbox every week to help you sell more. It's FREE!
- [FREE Medical Sales Special Report Opt-in](https://medicalsalestraining.com/special-report-optin.html) - Download The FREE MEDICAL SALES SPECIAL REPORT: " The 7 Things Medical Reps Do to Kill Sales...And How To Avoid Them"
- [License Our Programs](https://medicalsalestraining.com/license-our-programs.html) - License Our Training License Our Medical Sales Training Program Master and deliver our proprietary Real-time Relevance-based Selling™ (RTRBS) Methodology in-house. Transform your internal training capabilities while providing your teams with proven, cutting-edge medical sales techniques that consistently outperform traditional approaches. The RTRBS Advantage Our pioneering Real-time Relevance-based Selling™ Methodology has revolutionized medical sales by
- [Custom Content Creation](https://medicalsalestraining.com/custom-content-creation.html) - Custom Content Creation Custom Content Solutions for Medical Sales Excellence Elevate your medical sales training with professionally crafted, industry-specific content. Transform Your Medical Sales Training With over two decades of experience in medical sales training, we understand the unique challenges and opportunities in the healthcare industry. Our team of expert content creators specializes in
- [Read & Watch](https://medicalsalestraining.com/read-watch.html) - Read The Medical Sales Blog Want some advanced insight on selling to healthcare providers and institutions? You've come to the right place! Watch Medical Sales Videos Shorten your learning curve and close more medical sales deals with solid tips, techniques, and advice.
- [Medical Sales Workshops](https://medicalsalestraining.com/medical-sales-workshop-list.html) - Medical Sales Workshops Specific for your industry segment, product/service & customer type Don't risk getting shut out of your accounts.Train your medical sales representatives to a high level of competency. Sales meetings are expensive--very expensive! Why not generate ROI at your next meeting by providing actionable skills to attendees that will help them to advance the sale at
- [Ongoing Medical Sales Training Program](https://medicalsalestraining.com/ongoing_medical_sales_training.html) - Institute a Continuing Education Program for Your Medical Sales Team Important Facts About Medical Sales Success Sales achievement depends on meeting company projections while enabling sales professionals to exceed their quotas and income goals Capturing additional market share requires evolving sales strategies, behaviors, and capabilities Effective training implementation and skill mastery is a continuous journey,
- [Handling Objections in Medical Sales](https://medicalsalestraining.com/objections_program.html) - Handling Objections in Medical Sales Selling to healthcare professionals comes with unique challenges - but within every objection lies a chance to build trust and close deals. Why do many medical sales reps find objections challenging? They're navigating conversations with: Brilliant healthcare experts at the top of their field Decision-makers whose choices directly impact
- [Time & Territory Management Medical Sales](https://medicalsalestraining.com/productivity-training.html) - Productivity Skills for Medical Sales and Marketing What's the ROI of 20+ Additional Sales Calls Per Month? Imagine each of your sales representatives making 20-40 more sales calls monthly. The impact on your revenue could be transformative. Our clients typically see: 25% increase in face-to-face customer interactions Significant boost in sales pipeline velocity Higher close
- [Selling in a Changing Healthcare World](https://medicalsalestraining.com/decision-makers.html) - Workshop: Selling Effectively in a Changing Healthcare World Is your sales force truly equipped for the complexity of modern healthcare selling? In today's rapidly evolving healthcare environment, traditional clinical selling skills alone aren't enough to succeed. Modern healthcare sales demands a sophisticated approach. While many representatives excel at clinical conversations, they struggle to engage with
- [Mastering Medical Sales Workshop](https://medicalsalestraining.com/medical_sales_workshop.html) - Mastering Medical Sales Workshop Expert Training for Healthcare Sales Professionals Are you selling innovative healthcare solutions but not seeing the results you know are possible? We understand the unique challenges you face in the medical sales environment – and we're here to help you excel. Why Traditional Sales Approaches Fall Short in Healthcare Healthcare professionals
- [Expert Medical Sales Knowledge](https://medicalsalestraining.com/expert-medical-sales-knowledge.html) - Expert Medical Sales Knowledge Your speaker and facilitator: Mace Horoff—the guy who wrote the book about medical sales. Have a project in mind? If you have an idea as to how I might be able to help your sales team, reach out to me. Whether it is a small or big project, I will listen
- [About Medical Sales Performance](https://medicalsalestraining.com/about-sales-pilot.html) - About Sales Pilot Medical Sales Performance Our Mission Develop and empower medical sales professionals through live and virtual interactions to provide medical sales training workshops, consulting, medical sales keynote presentations, medical sales coaching and mentoring, asynchronous on-demand eTraining, books, videos, and audio programs to enable medical sales professionals to sell more products and services and
- [The Sales Simulator](https://medicalsalestraining.com/medical-sales-simulator.html) - The Medical Sales Simulator™ Success lies not in knowledge, but in the effective application of knowledge. The Sales Simulator™, takes sales enablement to a higher level by providing medical sales representatives means to practice and refine essential selling skills. Based on flight training principles allows sales reps to practice delivering specific sales messages, handle challenging
- [Keynote: The Relevance Solution](https://medicalsalestraining.com/medical-sales-keynote-relevance-solution.html) - In medical sales, relevance matters...a lot! Equip your medical sales team with a strategy to overcome their common challenges with Mace Horoff's newest keynote presentation, "The Relevance Solution." This is the perfect keynote presentation for a national sales meeting or company training event.
- [Privacy Policy](https://medicalsalestraining.com/privacy-policy.html) - https://groovedigital.com/privacy Sales Pilot Medical Sales Training and Mace Horoff respect your privacy and protection of all personal information you share with us. Mace Horoff & Associates, Inc., is the official publisher of Sales Pilot products, and is the site administrator of www.medicalsalestraining.com. You are welcome to visit medicalsalestraining.com anonymously. Personal information is not collected. Your
- [Subscribe Medical Sales Minute](https://medicalsalestraining.com/subscribe-medical-sales-minute.html) - In medical sales, distinction equals more income. Want to join us? Start here. Join 5000+ readers of The Medical Sales Minute for strategies, tactics, and resources to engage, distinguish, and sell more as a medical sales professional. Hi! I'm Mace Horoff. I helpmedical sales professionals to sell moreand retain business without makingcostly mistakes. You're more
- [handle price objection offer](https://medicalsalestraining.com/handle-price-objection-offer.html) - Don't miss out... Here are 10 Ways to Handle Medical Sales Price Objections Get Mace's FREE one page resource guide: 10 Ways to Handle Medical Sales Price Objections
- [Medical Sales Keynotes](https://medicalsalestraining.com/med_sales_keynotes.html) - Medical Sales Keynotes -Influence buying decisions when multiple decision-makers have conflicting goals and agendas -Create and deliver relevant value to overcome or offset pricing issues -Avoid being victimized by the increasingly common policy: "Does not see sales reps" The Silly Things That Medical Sales Reps Do: Simple Changes to Engage More, Sell More and Be
- [Contact](https://medicalsalestraining.com/contact.html) - NOTE: THIS FORM IS FOR ASKING QUESTIONS ABOUT OUR SERVICES ONLY. ANY SOLICITATIONS OR OTHER MESSAGES WILL BE IGNORED. Sales Pilot Medical Sales Performance10150 Armani DriveBoynton Beach, FL 33437USA +1.561.333.8080 Office Thank you for completing the contact form. We know you need an answer quickly. We will respond as soon as possible (usually within 15
- [Terms of Use](https://medicalsalestraining.com/terms_of_use.html) - TERMS OF USE If you wish to use this website, and purchase eTraining and other products from this website you must agree to abide by and be legally bound by the terms and conditions described below. IF YOU DISAGREE WITH ANY OF THE TERMS OR CONDITIONS STATED HERE, DO NOT USE OUR WEBSITE OR PURCHASE
- [Online Medical Sales Training](https://medicalsalestraining.com/online-medical-sales-training.html) - Mastering Medical Sales Online eTraining Learn the sales methodologies and skills of the Top 1% in Medical Sales. Break the Resistance of Your Toughest Customers. Sell more and earn more.Learn how to sell effectively in the rapidly changing healthcare sales environment. On your own schedule, master the intricacies of effective medical selling so you can differentiate yourself and your products to healthcare professionals. Be
- [Thanks For Requesting The Guide](https://medicalsalestraining.com/vmsc-guide-thankyou.html)
- [Case Studies](https://medicalsalestraining.com/case_studies.html) - Case Studies: Sales Performance Improvement Experience of 2 Healthcare Companies Using a Computer-based Practice System Case 1: Situation and Approach: Fortune 500 pharmaceutical company launching a new drug. The company decided to try a computer-based practice system. After refining the sales message with regional sales champions and achieving success, they decided to use it to train the remaining
- [Privacy Policy](https://medicalsalestraining.com/privacy_policy.html) - Privacy Policy Sales Pilot Medical Sales Training and Mace Horoff respect your privacy and protection of all personal information you share with us. Mace Horoff & Associates, Inc., is the official publisher of Sales Pilot products, and is the site administrator of www.medicalsalestraining.com. You are welcome to visit medicalsalestraining.com anonymously. Personal information is not collected.
- [GDPR Compliance](https://medicalsalestraining.com/gdpr.html)
- [Medical Sales Blog](https://medicalsalestraining.com/medical-sales-blog.html) - THE MEDICAL SALES BLOG The Medical Sales Blog's Most Viewed Article A Strategy to Address the Price Issue in Medical Sales Viewed over 34,000 times. You should view it too!
- [Medical Sales Videos](https://medicalsalestraining.com/medical-sales-videos.html) - The Medical Sales Video Channel with Mace Horoff
- [Online Medical Sales Training](https://medicalsalestraining.com/online-medical-sales-training-2.html) - Hone sales representative skills and strategies with Online Medical Sales Training and Support. The medical sales professional's ability to retain business and compete in the marketplace hinges on the ability to outthink and outsell the competition. Access comprehensive medical sales training and support wherever you are, whenever you want. 24 / 7 / 365 On-demand
- [Medical Device Sales Workshop](https://medicalsalestraining.com/results_oriented_medical_sales.html) - Medical Device Sales Workshop + Practice Technology Make a typical sales representative 20 times more likely to say the right thing at the right time! Do V.P.'s of sales, sales trainers or managers ever speak in sports metaphors when addressing or training your medical sales force? They talk about medical sales as being analogous to football, baseball,
- [Medical Sales Expertise](https://medicalsalestraining.com/medical-sales-expertise.html) - Medical Sales Expertise Delivering health care is literally a life and death business. Selling to health care providers and those who support their efforts requires a thorough understanding of the patient care process and the players involved. Sales representatives must be perceived by their customers as experts who understand their business, their challenges in delivering care,
- [Subscribe 2](https://medicalsalestraining.com/subscribe-2.html)
- [Medical Sales Articles](https://medicalsalestraining.com/medical_sales_articles.html) - All Medical Sales Articles are now posted in the Medical Sales Blog.
- [Medical Sales Coaching](https://medicalsalestraining.com/medical_sales_coaching.html) - Individual Sales Coaching Sales performance improves when salespeople: 1. Are self-motivated to sell 2. Create specific sales and personal goals 3. Identify/create processes to achieve their goals 4. Create and commit to an action plan and agree to be held accountable for executing the plan Coaching begins with an in-depth exploration
- [Medical Sales Competency](https://medicalsalestraining.com/medical-sales-competency.html) - Medical Sales Core Competencies Basic selling skills won’t get you far when selling to physicians, medical scientists, nurses, technologists, therapists and other healthcare experts. They think at a different level and won’t be persuaded by generic sales approaches. Key learning objectives included during medical sales core competency training include: • Defining a sales strategy and
- [Thankyou](https://medicalsalestraining.com/thankyou.html) - Thank you for confirming your subscription to receive Medical Sales Information Updates. The link to the Medical Sales Special Report is being sent to the email address that you entered and just confirmed. In the meantime, why don't you browse our website or check out The Mastering Medical Sales eTraining Course? You're here to learn, right?
- [Disclaimer](https://medicalsalestraining.com/disclaimer.html) - Earnings and Income Disclaimer Mace Horoff & Associates, Inc. does business under the name Sales Pilot. You understand and agree that there are important risk factors that should be considered by you when deciding whether to purchase Sales Pilot Products and Services. NO EARNINGS PROJECTIONS, PROMISES OR REPRESENTATIONS You recognize and agree that we have made no
- [Layouts](https://medicalsalestraining.com/layouts.html)

## Layouts

- [License Our Content](https://medicalsalestraining.com/tbuilder-layout/license-our-content/) - License Our Training License Our Medical Sales Training Program Master and deliver our proprietary Real-time Relevance-based Selling™ (RTRBS) Methodology in-house. Transform your internal training capabilities while providing your teams with proven, cutting-edge medical sales techniques that consistently outperform traditional approaches. The RTRBS Advantage Our pioneering Real-time Relevance-based Selling™ Methodology has revolutionized medical sales by
- [MST Services Section Layout](https://medicalsalestraining.com/tbuilder-layout/mst-services-section-layout/) - SALES ENABLEMENT FORMEDICAL SALES PROFESSIONALS Can your MedTech sales team access, engage, and convert business with doctors & other HCPs in today's healthcare ? Medical Sales Workshops & Keynotes We offer an array of training options to meet your company's needs. Onsite Medical Sales Training Workshops & Keynotes Training delivered onsite at your home

## Layout Parts

- [Onsite and Live Block](https://medicalsalestraining.com/tbuilder-layout-part/onsite-and-live-block/) - Onsite Live Medical Sales Meeting face-to-face, in-person with HCPs and other stakeholders is more valuable than ever. Can each member of your sales team schedule in-person meetings as needed? Are there fully prepared to make each encounter maximally effective? Virtual Medical Sales Virtual medical selling is here to stay. It's a required skills set for

## Highlights

- [FREE TRAINING: SELLING IN THE POST-PANDEMIC WORLD](https://medicalsalestraining.com/highlight/gallery-2/) - FREE TRAINING: How to Leverage Hidden Opportunities In The Post-pandemic To Ethically Sell More... While Working LESS ! Learn More
- [On-Demand Medical Sales Training & Support 24/7](https://medicalsalestraining.com/highlight/documentations/) - Learn the techniques of the top 1% in medical sales with on-demand medical sales training. Learn More
- [Have Mace Speak LIVE at Your Next Meeting](https://medicalsalestraining.com/highlight/writeboard/) - Get this engaging, contrarian, and humorous speaker who wrote the book on Medical Sales Learn More
- [Medical Device Sales Training Workshops](https://medicalsalestraining.com/highlight/events/) - Help your medical sales team be more effective with a highly interactive workshop at your next sales meeting. Learn More
- [Handling Objections in Medical Sales](https://medicalsalestraining.com/highlight/handling-objections-in-medical-sales/) - Practice specific techniques to handle sales objections from HCPs. Learn More
- [Selling in a Changing Healthcare World](https://medicalsalestraining.com/highlight/selling-effectively-in-the-changing-world-of-healthcare/) - Learn strategies to overcome commoditization, and reduced access. Learn More
- [Ongoing Medical Sales Training Program](https://medicalsalestraining.com/highlight/ongoing-medical-sales-training-program/) - Maintain your medical sales force in a competent, game-ready state at all times. Learn More
- [Time & Territory Management](https://medicalsalestraining.com/highlight/time-territory-management-for-medical-sales/) - Recover enough time to make 20 or more additional sales calls each month Learn More
- [Medical Device Sales Workshop + Practice](https://medicalsalestraining.com/highlight/comprehensive-learning-engagement-for-medical-sales/) - Make typical sales representatives 20 times more likely to say the right thing at the right time! Learn More
- [Mastering Medical Sales Workshop](https://medicalsalestraining.com/highlight/mastering-medical-sales-workshops/) - Gain access and influence the critical decision-makers in your accounts. Learn More
- [The Medical Sales Video Channel](https://medicalsalestraining.com/highlight/welcome-video/) - Free medical sales training videos so you know more, perform better, & outsell the competition [button link="https://medicalsalestraining.com/medical-sales-videos.html"]Browse Videos[/button]
- [The Medical Sales Blog](https://medicalsalestraining.com/highlight/wireframe/) - Relevant and insightful articles on medical sales to help you think and sell more effectively [button link="https://medicalsalestraining.com/medical-sales-blog.html"]Start Reading[/button]
- [Get Hired Medical Sales](https://medicalsalestraining.com/highlight/2660/) - Are you trying to land your first or next job in medical sales. You can do what everyone else is doing or you can get hired! [themify_button style="medium rect" link="https://medicalsalestraining.com/?p=2652" ]Learn How[/themify_button]
- [Video](https://medicalsalestraining.com/highlight/video-2/) - Nullam rutrum quam ut massa ultricies sed blandit sapien fermentum. Curabitur venenatis.
- [Auto Sync](https://medicalsalestraining.com/highlight/wordpress-support/) - Aliquam metus diam, mattis fringilla adipiscing at, lacinia at nulla. Fusce ut sem est. In eu sagittis felis.
- [Credit Cards](https://medicalsalestraining.com/highlight/credit-cards/) - Mauris consequat rhoncus dolor id sagittis. Cras tortor elit, aliquet quis dignissim non tortor.
- [Geo Locator](https://medicalsalestraining.com/highlight/geo-locator/) - In gravida arcu ut neque ornare vitae rut primis in faucibus to rpri mis in faucibus um turpis vehicula.
- [App Store](https://medicalsalestraining.com/highlight/app-store/) - Sed sagittis, elit egestas rutrum vehicula, neque dolor fringilla lacus, ut rhoncus turpis augue vitae libero.
- [Online Backup](https://medicalsalestraining.com/highlight/online-backup/) - Aliquam erat nulla, sodales at imperdiet vitae, convallis vel des felis ut justo suscipit vestibulum.
- [Tablet](https://medicalsalestraining.com/highlight/tablet/) - Aliquam metus diam, mattis fringilla adi of the piscing at, lacinia at nulla. Fusce ut sem est.
- [Invoice & Reports](https://medicalsalestraining.com/highlight/invoice-reports/) - Sodales dui, vitae vulputate elit metus ac arcu. Mauris consequat rhoncus dolor id sagittis.
- [Security](https://medicalsalestraining.com/highlight/security/) - Vestibulum congue nisl magna. Ut vulputate odio id dui convallis in adipiscing libero condiment.
- [eCommerce](https://medicalsalestraining.com/highlight/ecommerce/) - In gravida arcu ut neque ornare vitae sem mollis metus rutrum non malesuada metus fermentum.
- [SEO](https://medicalsalestraining.com/highlight/seo/) - Donec consequat eros eget lectus dictum sit amet ultrices neque sodales liquam metus diam.
- [iOS App](https://medicalsalestraining.com/highlight/ios-app/) - Sed sagittis, elit egestas rutrum vehicul ue dolor fringilla lacus, ut rhoncus turpis augue vitae libero.
- [Android Compatible](https://medicalsalestraining.com/highlight/android-compatible/) - Aliquam erat nulla, sodales at imperdiet vitae, convallisd ultrices felis ut justo suscipit vestibulum.
- [Testimonial](https://medicalsalestraining.com/highlight/testimonial/) - Testimonial custom post type
- [Highlight](https://medicalsalestraining.com/highlight/highlight/) - Feature or service highlights
- [Callout](https://medicalsalestraining.com/highlight/callout/) - Call to action text box
- [Map](https://medicalsalestraining.com/highlight/map/) - Customizable Google Map
- [Portfolio](https://medicalsalestraining.com/highlight/portfolio/) - Portfolio custom post type
- [Post](https://medicalsalestraining.com/highlight/post/) - Displays Posts from any categories
- [Divider](https://medicalsalestraining.com/highlight/divider/) - Customizable horizontal divider
- [Image](https://medicalsalestraining.com/highlight/image/) - Image with title and caption
- [Video](https://medicalsalestraining.com/highlight/video/) - Video embeds (eg. YouTube, Vimeo)
- [Tab](https://medicalsalestraining.com/highlight/tab/) - Vertical or horizontal tabs
- [Gallery](https://medicalsalestraining.com/highlight/gallery/) - WordPress lightbox gallery
- [Box](https://medicalsalestraining.com/highlight/box/) - Boxed content with shortcode support
- [News Layout](https://medicalsalestraining.com/highlight/news-layout/)
- [Agency Layout](https://medicalsalestraining.com/highlight/agency-layout/)
- [Corporate Layout](https://medicalsalestraining.com/highlight/corporate-layout/)
- [Features Layout](https://medicalsalestraining.com/highlight/features-layout/)
- [Portfolio Layout](https://medicalsalestraining.com/highlight/portfolio-layout/)
- [Product Page](https://medicalsalestraining.com/highlight/product-page/)
- [FAQ Layout](https://medicalsalestraining.com/highlight/faq-layout/)
- [Magazine Layout](https://medicalsalestraining.com/highlight/magazine-layout/)
- [Responsive](https://medicalsalestraining.com/highlight/responsive/) - Responsive design that works on desktop and mobile browsers.
- [Drag & Drop](https://medicalsalestraining.com/highlight/drag-drop/) - Arrange content blocks and rows by dragging and dropping.
- [Live Preview](https://medicalsalestraining.com/highlight/live-preview/) - Edit everything live on frontend. What you see is what you get.
- [All Post Types](https://medicalsalestraining.com/highlight/all-post-types/) - Support any custom post type such as WooCommerce, Event Calendar, etc. [button style="flat small rounded gray" link="http://themify.me/demo/themes/builder/product/red-cap"]Product Demo[/button]
- [Shortcodes](https://medicalsalestraining.com/highlight/shortcodes/) - Run any Themify or third party shortcodes within the Builder. [button style="flat small rounded gray" link="http://themify.me/demo/themes/builder/demos/shortcodes"]Shortcode Demos[/button]
- [Preset Designs](https://medicalsalestraining.com/highlight/modules/) - Builder comes with many preset layouts and colors. [button style="flat small rounded gray" link="http://themify.me/demo/themes/builder/demos/presets"]View Presets[/button]
- [Menu](https://medicalsalestraining.com/highlight/menu/) - WordPress custom menu
- [Slider](https://medicalsalestraining.com/highlight/slider/) - Slider of images, videos or text
- [Accordion](https://medicalsalestraining.com/highlight/accordion/) - Accordion or toggle-able content
- [Text](https://medicalsalestraining.com/highlight/text/) - Text using the WordPress visual editor

## Slides

- [<center>Stop Losing Sales</center>](https://medicalsalestraining.com/slide/welcome-to-bizco/) - Download Free 10 Page Report: 7 things Medical Reps Do to Kill Sales and How to Avoid Them
- [<center>Specialized Medical Sales Workshops </center>](https://medicalsalestraining.com/slide/workshop-and-keynote-slide-2/) - with Mace Horoff
- [elearning](https://medicalsalestraining.com/slide/image-slide/)
- [Medical Sales Performance](https://medicalsalestraining.com/slide/sp-banner-slider/)

## Testimonials

- [Exceeded Our Expectation](https://medicalsalestraining.com/testimonial/exceeded-our-expectation/) - Aliquam metus diam, mattis fringilla adipiscing at, lacinia at nulla. Fusce ut sem est. In eu sagittis felis. In gravida arcu ut neque ornare vitae rutrum tu. Cras a fringilla nunc. Suspendisse volutpat, eros cong rpis vehicula.

## Categories

- [Uncategorized](https://medicalsalestraining.com/category/uncategorized/)
- [Blog](https://medicalsalestraining.com/category/blog/)
- [Video](https://medicalsalestraining.com/category/video/)
- [Medical Sales Performance](https://medicalsalestraining.com/category/medical-sales-performance/)
- [Regulatory/Compliance Issues](https://medicalsalestraining.com/category/regulatorycompliance-issues/)
- [medical sales jobs](https://medicalsalestraining.com/category/medical-sales-jobs/)
- [Medical sales attitude](https://medicalsalestraining.com/category/medical-sales-attitude/)
- [Customer Service](https://medicalsalestraining.com/category/customer-service/)
- [Medical sales planning](https://medicalsalestraining.com/category/medical-sales-planning/)
- [Medical Sales Management](https://medicalsalestraining.com/category/medical-sales-management/)
- [Future of Medical Sales](https://medicalsalestraining.com/category/future-of-medical-sales/)
- [Competition](https://medicalsalestraining.com/category/competition/)
- [Medical Sales Ethics](https://medicalsalestraining.com/category/medical-sales-ethics/)
- [Medical Sales Time Management](https://medicalsalestraining.com/category/medical-sales-time-management/)
- [Medical Sales Skills](https://medicalsalestraining.com/category/medical-sales-skills/)
- [Communicating value](https://medicalsalestraining.com/category/communicating-value/)
- [Medical sales communication](https://medicalsalestraining.com/category/medical-sales-communication/)
- [Medical Sales Relationship](https://medicalsalestraining.com/category/medical-sales-relationship-2/)

## Tags

- [compliance violations](https://medicalsalestraining.com/tag/compliance-violations/)
- [sales reps jail time](https://medicalsalestraining.com/tag/sales-reps-jail-time/)
- [changing medical sales jobs](https://medicalsalestraining.com/tag/changing-medical-sales-jobs/)
- [emotions](https://medicalsalestraining.com/tag/emotions/)
- [medical sales entitlement](https://medicalsalestraining.com/tag/medical-sales-entitlement/)
- [medical sales attitude](https://medicalsalestraining.com/tag/medical-sales-attitude-2/)
- [medical sales and flying squirrels](https://medicalsalestraining.com/tag/medical-sales-and-flying-squirrels/)
- [likeability](https://medicalsalestraining.com/tag/likeability/)
- [Lou](https://medicalsalestraining.com/tag/lou/)
- [medical sales relationship](https://medicalsalestraining.com/tag/medical-sales-relationship/)
- [getting past the gatekeeper](https://medicalsalestraining.com/tag/getting-past-the-gatekeeper/)
- [internet for medical sales](https://medicalsalestraining.com/tag/internet-for-medical-sales/)
- [medical sales planning and preparation](https://medicalsalestraining.com/tag/medical-sales-planning-and-preparation/)
- [medical sales management](https://medicalsalestraining.com/tag/medical-sales-management-2/)
- [confidence](https://medicalsalestraining.com/tag/confidence/)
- [why medical sales reps lose customers](https://medicalsalestraining.com/tag/why-medical-sales-reps-lose-customers/)
- [approaching the customer](https://medicalsalestraining.com/tag/approaching-the-customer/)
- [how not to approach a customer](https://medicalsalestraining.com/tag/how-not-to-approach-a-customer/)
- [healthcare sales changes](https://medicalsalestraining.com/tag/healthcare-sales-changes/)
- [medical sales changes](https://medicalsalestraining.com/tag/medical-sales-changes/)
- [useless gifts](https://medicalsalestraining.com/tag/useless-gifts/)
- [wooden box](https://medicalsalestraining.com/tag/wooden-box/)
- [Emotions in medical sales](https://medicalsalestraining.com/tag/emotions-in-medical-sales/)
- [stories in medical sales](https://medicalsalestraining.com/tag/stories-in-medical-sales/)
- [customers are hurting](https://medicalsalestraining.com/tag/customers-are-hurting/)
- [Doctors going broke](https://medicalsalestraining.com/tag/doctors-going-broke/)
- [visible but not top of mind](https://medicalsalestraining.com/tag/visible-but-not-top-of-mind/)
- [why custoemers should not think about medical sales reps](https://medicalsalestraining.com/tag/why-custoemers-should-not-think-about-medical-sales-reps/)
- [flash mob and medical sales](https://medicalsalestraining.com/tag/flash-mob-and-medical-sales/)
- [follow-up](https://medicalsalestraining.com/tag/follow-up/)
- [medical sales follow-up](https://medicalsalestraining.com/tag/medical-sales-follow-up/)
- [coasting in medical sales](https://medicalsalestraining.com/tag/coasting-in-medical-sales/)
- [The Sunshine Act and medical sales](https://medicalsalestraining.com/tag/the-sunshine-act-and-medical-sales/)
- [sales rep age in medical sales](https://medicalsalestraining.com/tag/sales-rep-age-in-medical-sales/)
- [medical sales voicemails](https://medicalsalestraining.com/tag/medical-sales-voicemails/)
- [voicemails](https://medicalsalestraining.com/tag/voicemails/)
- [account access medical sales](https://medicalsalestraining.com/tag/account-access-medical-sales/)
- [customer aaccess in medical sales](https://medicalsalestraining.com/tag/customer-aaccess-in-medical-sales/)
- [denied access medical sales](https://medicalsalestraining.com/tag/denied-access-medical-sales/)
- [call the competition](https://medicalsalestraining.com/tag/call-the-competition/)
- [patient comes first](https://medicalsalestraining.com/tag/patient-comes-first/)
- [ethical medical customers](https://medicalsalestraining.com/tag/ethical-medical-customers/)
- [Medical sales ethics](https://medicalsalestraining.com/tag/medical-sales-ethics-2/)
- [social media and medical sales](https://medicalsalestraining.com/tag/social-media-and-medical-sales/)
- [medical sales reps are like pilots](https://medicalsalestraining.com/tag/medical-sales-reps-are-like-pilots/)
- [stupid medical sales question](https://medicalsalestraining.com/tag/stupid-medical-sales-question/)
- [using questions medical sales](https://medicalsalestraining.com/tag/using-questions-medical-sales/)
- [the medical sales commodity](https://medicalsalestraining.com/tag/the-medical-sales-commodity/)
- [success factor medical sales in your pocket](https://medicalsalestraining.com/tag/success-factor-medical-sales-in-your-pocket/)
- [the medical sales calendar](https://medicalsalestraining.com/tag/the-medical-sales-calendar/)
- [unhappy physician customers](https://medicalsalestraining.com/tag/unhappy-physician-customers/)
- [handling mistakes in medical sales](https://medicalsalestraining.com/tag/handling-mistakes-in-medical-sales/)
- [Low-wage tasks](https://medicalsalestraining.com/tag/low-wage-tasks/)
- [summer coasting medical sales; summer medical sales plan](https://medicalsalestraining.com/tag/summer-coasting-medical-sales-summer-medical-sales-plan/)
- [Selling new technology medical sales](https://medicalsalestraining.com/tag/selling-new-technology-medical-sales/)
- [medical sales brochures](https://medicalsalestraining.com/tag/medical-sales-brochures/)
- [misusing medical sales tools](https://medicalsalestraining.com/tag/misusing-medical-sales-tools/)
- [medical sales time and territory managment](https://medicalsalestraining.com/tag/medical-sales-time-and-territory-managment/)
- [no time to sell](https://medicalsalestraining.com/tag/no-time-to-sell/)
- [unicompartmental knees;selling items associated with failure](https://medicalsalestraining.com/tag/unicompartmental-kneesselling-items-associated-with-failure/)
- [expand business in medical sales](https://medicalsalestraining.com/tag/expand-business-in-medical-sales/)
- [go for the kiss in medical sales](https://medicalsalestraining.com/tag/go-for-the-kiss-in-medical-sales/)
- [medical sales influence](https://medicalsalestraining.com/tag/medical-sales-influence/)
- [must have](https://medicalsalestraining.com/tag/must-have/)
- [nice to have](https://medicalsalestraining.com/tag/nice-to-have/)
- [future of medical sales](https://medicalsalestraining.com/tag/future-of-medical-sales-2/)
- [smart phones and irrelevance](https://medicalsalestraining.com/tag/smart-phones-and-irrelevance/)
- [you don't have to go it alone](https://medicalsalestraining.com/tag/you-dont-have-to-go-it-alone/)
- [account penetration healthcare](https://medicalsalestraining.com/tag/account-penetration-healthcare/)
- [medical sales account penetration](https://medicalsalestraining.com/tag/medical-sales-account-penetration/)
- [crash and burn](https://medicalsalestraining.com/tag/crash-and-burn/)
- [decision-making](https://medicalsalestraining.com/tag/decision-making/)
- [go-around](https://medicalsalestraining.com/tag/go-around/)
- [guilty pleasures high stakes selling](https://medicalsalestraining.com/tag/guilty-pleasures-high-stakes-selling/)
- [medical sales work-life balance](https://medicalsalestraining.com/tag/medical-sales-work-life-balance/)
- [short sales message; be brief when selling](https://medicalsalestraining.com/tag/short-sales-message-be-brief-when-selling/)
- [healthcare risk](https://medicalsalestraining.com/tag/healthcare-risk/)
- [reducing risk for healthcare providers](https://medicalsalestraining.com/tag/reducing-risk-for-healthcare-providers/)
- [Communicating value](https://medicalsalestraining.com/tag/communicating-value/)
- [medical sales value](https://medicalsalestraining.com/tag/medical-sales-value/)
- [toot your own horn medical sales](https://medicalsalestraining.com/tag/toot-your-own-horn-medical-sales/)
- [believe in your medical sales product](https://medicalsalestraining.com/tag/believe-in-your-medical-sales-product/)
- [competition has a better product](https://medicalsalestraining.com/tag/competition-has-a-better-product/)
- [gatekeeper medical sales](https://medicalsalestraining.com/tag/gatekeeper-medical-sales/)
- [Know everyone](https://medicalsalestraining.com/tag/know-everyone/)
- [medical sales risk](https://medicalsalestraining.com/tag/medical-sales-risk/)
- [Medical sales 2014](https://medicalsalestraining.com/tag/medical-sales-2014/)
- [Communications medical sales](https://medicalsalestraining.com/tag/communications-medical-sales/)
- [why did you get the medical sale](https://medicalsalestraining.com/tag/why-did-you-get-the-medical-sale/)
- [price issue healthcare](https://medicalsalestraining.com/tag/price-issue-healthcare/)
- [price issue medical sales](https://medicalsalestraining.com/tag/price-issue-medical-sales/)
- [Hiring and training medical sales](https://medicalsalestraining.com/tag/hiring-and-training-medical-sales/)
- [medical sales good looking sales reps](https://medicalsalestraining.com/tag/medical-sales-good-looking-sales-reps/)
- [pretty sales representatives medical sales](https://medicalsalestraining.com/tag/pretty-sales-representatives-medical-sales/)
- [customer expectations healthcare sales](https://medicalsalestraining.com/tag/customer-expectations-healthcare-sales/)
- [customer expectations medical sales](https://medicalsalestraining.com/tag/customer-expectations-medical-sales/)
- [medical sales expectations](https://medicalsalestraining.com/tag/medical-sales-expectations/)
- [medical sales data](https://medicalsalestraining.com/tag/medical-sales-data/)
- [medical sales organization](https://medicalsalestraining.com/tag/medical-sales-organization/)
- [medical sales reluctant buyers](https://medicalsalestraining.com/tag/medical-sales-reluctant-buyers/)
- [don't say I in medical sales](https://medicalsalestraining.com/tag/dont-say-i-in-medical-sales/)
- [under-performing medical sales reps and managers](https://medicalsalestraining.com/tag/under-performing-medical-sales-reps-and-managers/)
- [sales reps banned from OR](https://medicalsalestraining.com/tag/sales-reps-banned-from-or/)
- [when doctors say no](https://medicalsalestraining.com/tag/when-doctors-say-no/)
- [trust](https://medicalsalestraining.com/tag/trust/)
- [urgency](https://medicalsalestraining.com/tag/urgency/)
- [medical sales](https://medicalsalestraining.com/tag/medical-sales/)
- [doctor doesn't meet with sales reps](https://medicalsalestraining.com/tag/doctor-doesnt-meet-with-sales-reps/)
- [physician access](https://medicalsalestraining.com/tag/physician-access/)
- [losing account medical sales](https://medicalsalestraining.com/tag/losing-account-medical-sales/)
- [overcoming lost business medical sales](https://medicalsalestraining.com/tag/overcoming-lost-business-medical-sales/)
- [medical sales presentation](https://medicalsalestraining.com/tag/medical-sales-presentation/)
- [medical sales conversation](https://medicalsalestraining.com/tag/medical-sales-conversation/)
- [think like a doctor](https://medicalsalestraining.com/tag/think-like-a-doctor/)

## Stats Types

- [view](https://medicalsalestraining.com/wpa-stats-type/view/)
- [Safari](https://medicalsalestraining.com/wpa-stats-type/safari/)
- [Macintosh](https://medicalsalestraining.com/wpa-stats-type/macintosh/)
- [event](https://medicalsalestraining.com/wpa-stats-type/event/)
- [Chrome](https://medicalsalestraining.com/wpa-stats-type/chrome/)
- [Windows](https://medicalsalestraining.com/wpa-stats-type/windows/)
- [iPhone](https://medicalsalestraining.com/wpa-stats-type/iphone/)
- [unknown](https://medicalsalestraining.com/wpa-stats-type/unknown/)
- [Android](https://medicalsalestraining.com/wpa-stats-type/android/)
- [Linux](https://medicalsalestraining.com/wpa-stats-type/linux/)

## Highlight Categories

- [Builder Highlights](https://medicalsalestraining.com/highlight-category/builder-highlights/)
- [Builder Layouts](https://medicalsalestraining.com/highlight-category/builder-layouts/)
- [Builder Modules](https://medicalsalestraining.com/highlight-category/builder-modules/)
- [Features](https://medicalsalestraining.com/highlight-category/features/)
- [Services](https://medicalsalestraining.com/highlight-category/services/)
- [Workshops](https://medicalsalestraining.com/highlight-category/workshops/)
- [Home Page](https://medicalsalestraining.com/highlight-category/home-page/)
- [Home Bottom](https://medicalsalestraining.com/highlight-category/home-bottom/)

## Testimonial Categories

- [Testimonials](https://medicalsalestraining.com/testimonial-category/testimonials/)