THE MEDICAL SALES BLOG

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A Strategy to Address the Price Issue in Medical Sales

Viewed over 34,000 times.
You should view it too!

The Changing Model for O.R. Medical Sales Reps

by • Blog, Future of Medical Sales, Medical Sales Relationship, Uncategorized • Tags: • 6 Comments

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 […]

The Insanity of Medical Sales Reps and Their Managers

by • Blog, Medical Sales Management, Medical Sales Skills • Tags: • 8 Comments

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 Big Rookie Medical Sales Mistake

by • Blog, Communicating value, Medical sales communication, Medical Sales Performance, Medical Sales Skills, Uncategorized • Tags: • 0 Comments

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 […]

Donald Kelly Interviews Mace Horoff about Dealing with Reluctant Buyers

by • Blog, Customer Service, Medical Sales Performance, Uncategorized • Tags: • 0 Comments

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 […]

Don’t Tell Doctors and Other Healthcare Experts What They Should Know or Should Do

by • Blog, Medical Sales Performance, Medical Sales Relationship, Medical Sales Skills • 0 Comments

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 […]

Information Retrieval and Redundancy are Critical Success Factors for Medical Sales

by • Blog, Medical Sales Management, Medical sales planning, Medical Sales Time Management, Uncategorized • Tags: , • 5 Comments

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 […]

In Medical Sales, The Strong Ask for Help

by • Blog, Uncategorized • 0 Comments

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 […]

The Truth About Customer Expectations in Medical Sales

by • Blog, Customer Service, Medical sales attitude, Uncategorized • Tags: , , • 0 Comments

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 […]

The Risk and Myth of the Good-Looking Sales Rep in Medical Sales

by • Blog, Communicating value, Uncategorized • Tags: , , • 0 Comments

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 […]

top viewed medical sales blog article

A Strategy to Address the Price Issue in Medical Sales

by • Blog, Communicating value, Competition, Medical Sales Skills • Tags: , • 4 Comments

“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 […]

Overstaying Your Welcome: How Frequently Should You Call on a Healthcare Customer

by • Blog, Communicating value, Medical sales planning, Medical Sales Skills • 4 Comments

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 […]

Why DID You Get the Sale?

by • Blog, Competition, Medical Sales Performance, Medical sales planning • Tags: • 0 Comments

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 […]

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