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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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.” […]
Doctor, Stop Wasting Time With Medical Sales Representatives Who Don’t Offer Unconditional Value to Your Practice and Your Patients
by Mace Horoff • Blog
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 […]