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, […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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. […]