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. […]
Medical Sales: Selling Nice-to-Haves vs. Must Haves
by Mace Horoff • Blog, Future of Medical Sales, Medical Sales Performance, Medical sales planning, Medical Sales Skills Tags: must have, nice to have •
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. […]