Mace Horoff
Mace Horoff is an award-winning speaker, trainer, consultant and the author of the book, Mastering Medical Sales. He has spent thirty-six plus years selling, managing, consulting, speaking about and training in healthcare sales and currently heads Sales Pilot Medical Sales Performance, a company that works with a variety of medical device and pharmaceutical manufacturers to help their sales teams sell more to their healthcare customers. His clients include companies in the Fortune 500 as well as smaller manufacturers and distributors. He writes The Medical Sales Blog and produces The Medical Sales Guru Podcast & Medical Sales Video Channel. He is also the creator of Medical Sales Academy, an online training and support site for medical sales professionals. Mace challenges the thinking of medical sales professionals and others who sell to those who make critical buying decisions. He guides them to be “relevant” to their customers, which elevates them far beyond products and services. For information on Mace's training, workshops, and mind-shifting keynotes that generate sales growth, please visit the Sales Pilot Medical Sales Performance website or call +1.561.333.8080.
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Medical Sales: Act Like a Guest
by Mace Horoff • Blog • 0 Comments
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 not blocking the window. Yes, there are patients who need to be there more than you do. Make sure to give them top priority. Your sales call can wait.
Silence your phone. And if you need to talk on the phone, go outside. No one wants to listen to your conversation.
If anyone is standing in the waiting room, make sure it’s you. Seats are for patients first. If there are any empty ones, by all means, have at it. But if the other seats fill up and there are patients standing, give up yours.
If you need to visit a different part of the building than you’re currently in, ask first. You wouldn’t help yourself to a walking tour in someone’s house. Don’t do it when calling on customers. Ask permission.
People, including your customers, notice everything you do. Common courtesies go a long way towards endearing you to people who know you. Act like a guest, and customers will frequently treat you like one. It will feel great.
And companies, teach your medical reps this simple premise of acting like a guest. Every sales representative should learn this when they go through their initial medical sales training.