There is a fundamental issue underlying most of the daily challenges faced by medical sales representatives. Here’s the core of it:Medical sales representatives tend to focus on the sale rather than thinking like the doctor, nurse, materials manager, hospital CFO, or any other stakeholder they sell to.For example, imagine approaching a doctor by thinking like […]
Customer-Centric Selling: Think Like The Doctor
by Mace Horoff • Blog, Medical sales planning Tags: medical sales conversation, medical sales presentation, think like a doctor •
There is a fundamental issue underlying most of the daily challenges faced by medical sales representatives. Here’s the core of it:Medical sales representatives tend to focus on the sale rather than thinking like the doctor, nurse, materials manager, hospital CFO, or any other stakeholder they sell to.For example, imagine approaching a doctor by thinking like […]