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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 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 […]
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 […]
When Your Medical Sales Presentations Don’t Go Well
by Mace Horoff • Blog 1 Comment
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 […]