Medical Sales Guru Podcast

Medical sales reps often approach difficult customers with anticipation. Unfortunately, they often anticipate NOT getting the sale! It makes little sense to make a sales call that you expect to fail. Why does this happen? Often, it’s because reps don’t believe that the product measures up to what the customer is using now or their … Continue reading Remove Doubt from the Sales Call by Selling Yourself First →

Medical sales representatives often give the sales effort everything they’ve got, only to discover they’re talking to the wrong person. What? Chances are, you no longer sell in a world where clinical personnel are the only decision makers. How do you identify the others and avoid finding yourself in the trap of selling to the … Continue reading Identifying the Decision-makers in Medical Sales →

How to close the deal in medical sales is one of the most discussed skills. Every sales rep has heard, “You have to ask for the business.” Since this knowledge is so widespread, why do so many medical sales representatives do it wrong? Medical sales speaker Mace Horoff discusses the keys to closing in this … Continue reading The Medical Sale: How to Close →

Medical sales representatives often cling to features and benefits as the foundation of their medical sales presentations. Newsflash: It could be killing the sale! Watch this short video to learn the nuances about how to use features and benefits and why it’s critical that you use caution. Ready to Stop Experimenting with Your Medical Sales … Continue reading Medical Sales Reps: Features & Benefits Could Kill Your Sale →

Medical sales representatives either manage their territory, or their territory manages them. How can you create time for selling and all the other tasks your medical sales job requires? It starts by taking inventory of your customers and the time available. Check out this podcast to start gaining more control over your time and territory. … Continue reading Time & Territory Management for Medical Sales Representatives →

If you work as a medical sales representative, delivering customer service is probably a big part of your job. Too often though, medical reps fall prey to focusing on customer service activities at the cost of sales. Why not do both? This podcast episode will help you balance your customer service activities while continuing to … Continue reading Medical Reps: Customer Service Activities Are Also Sales Opportunities →

You may have heard the quote . . . “Success is 80% showing up.” Is this true? In medical sales, definitely. But what exactly does this mean to you? It’s worth a listen, don’t you think. Especially since, well, 80%! Learn the secrets of Top Medical Reps and Get Support to Help You Get There. … Continue reading Success in Medical Sales Means Showing Up! →

Medical sales reps hope to make a great first impression with prospects and customers. Yet, few spend the time planning to ensure this will happen.   Ever hear a prospect say, “I’m not interested”?  If so, you didn’t create a good first impression. A lost opportunity.  If first impressions are so important, why don’t medical reps … Continue reading Winging It in Medical Sales: The Road to Bad First Impressions →

Medical sales representatives stay busy. Frequently, part of staying busy is “The Drop-By.” This is where medical reps “drop by” one of their accounts – a doctor’s office, clinic, dental office, therapy center, clinic, etc. – without an appointment. They hope for a few minutes of a decision-makers time, but they’re quite happy if they … Continue reading Drop “The Drop-By” Mentality – It’s Costing You! →

Medical sales representatives know that if things are going smoothly, it’s only a matter of time until crisis strikes. Why? Because crisis comes with the territory. Recognizing it and addressing it are critical. Listen as Mace Horoff discusses avoiding delay when it comes to crisis and how it could impact your career long term. Tell … Continue reading Avoiding Delay During Crisis Medical Sales →

Selling to Doctors. If you’re a medical sales representative or pharmaceutical sales representative, doctors may be one of your touch points. Is selling to doctors difficult? It depends. In this short video, Mace Horoff emphasizes some of the key points about selling to doctors (and other HCPs as well)  so you can have better sales … Continue reading Selling to Doctors →

Everyone in medical sales thinks about making it to the upper levels of the profession. What separates the achievers from the wannabes? The achievers aren’t “too busy to win.” Listen to this episode and let us know what you think by leaving a comment below.  Thanks! Get a FREE Video Mini Training Course: “How to … Continue reading In Medical Sales, Don’t Be Too Busy to Win →

It’s either the end of the year, the beginning of the year, or somewhere between the two. Medical sales representatives sometimes find themselves stuck…it’s as if the territory hard drive has crashed. No problem – ReBoot! Here’s how to do it so you can keep your selling desktop clear all year long. Want to gain … Continue reading How to Re-boot and Boost Your Medical Sales →

Trust. It can take years to develop and only a moment to destroy it. In medical sales, trust is everything. Everything. Take a few moments to learn how to create and maintain trust as a medical sales professional. Click the play button below to listen to this episode of The Medical Sales Guru Podcast. You … Continue reading Creating and Maintaining Trust in Medical Sales →

Chances are, you have some excellent products…maybe even amazing ones. But…your customers aren’t even aware. Maybe it’s because the ROI for selling is low, or the prep work to sell seems too involved. In this short podcast episode, Mace discusses why some medical reps fail to sell good products and offers some ideas to get … Continue reading Don’t Let Your Products Be The Best Kept Secret in Healthcare →