The role of a medical sales representative involves navigating intricate dynamics with healthcare professionals. These professionals hold significant authority in determining a salesperson's access and the fate of a product. Consequently, many representatives opt to play it safe, fearing potential alienation that might hinder future sales opportunities. This cautious mindset often results in medical reps … Continue reading STOP SETTLING: How Playing it Safe is Killing Your Medical Rep Career in 2024 →
Medical sales requires many skills, such as relationship skills, selling skills, and product knowledge. But there is one essential skill set that gets little attention. Competency in this area is often assumed. Big mistake! Learn what it is, why it’s necessary, and some ways for you to start gaining and using it now.
Medical sales professionals have much on their plates: sales calls to plan, sales calls to make, customer service activities, etc. It’s all about building a business to generate as much income as possible. This all requires a strategy and a plan, but do you have a plan for your financial future? In this episode, I … Continue reading Managing The Financial Blindspots For Medical Sales Professionals →
The world has changed A LOT…over the last two years. It’s changed for your accounts, the stakeholders in your accounts, it’s changed for patients, and it’s changed for you. In this episode, I’m allowing you to listen to the October 2021 monthly call I recorded for my Medical Sales Academy members. I’ve never done this … Continue reading How to up your medical sales game in a changed world →
Medical sales reps are often great at talking about their products with respect to “The How” and “The What.” However, it’s “The Why” that will get you in the door and gain a commitment for an evaluation or get you the order. In this episode, I discuss the power of “The Why” and how to … Continue reading The Why is the secret to getting in & getting the sale →
Medical sales representatives often find it difficult to get time with doctors, dentists, and other healthcare stakeholders. These professionals are busy and their time is valuable. But guess what… So is yours! You’re busy. Your time is valuable. And hopefully, when you meet with these professionals, your message is relevant and helpful. This episode discusses … Continue reading Medical Reps: stop devaluing your time & relevance →
Medical sales representatives have been at a loss as how to engage and influence accounts and customers since COVID-19. Yet, there are more opportunities to sell products and services, not less. It all comes down to developing the type of relationships with your accounts that drive business. That’s what this episode is all about, and … Continue reading Medical sales: using case studies to build relationships →
Medical sales representatives are often advised to target the competition. As a result they fear competitors might have better products and closer relationships with accounts. If you’re in medical sales, the competition isn’t your problem…It’s the customer! I tell you why in this short video and what you should do to address it.
During the last year, medical sales representatives have sought new ways to engage and sell to accounts and customers. Social media platforms like LinkedIn are an effective way of doing this, but…. Too many medical sales reps violate “the unwritten rules” of social media engagement, turning-off customers and missing opportunities. The good news is this … Continue reading USING LINKEDIN & OTHER SOCIAL MEDIA IN MEDICAL SALES →
New medical sales representatives frequently ask this important question when selling to doctors and other healthcare professionals: What do doctors want and expect?” There’s two answers. The first set of answers are the ones they will tell you. The second set of answers are often unspoken, but just as important as the first…maybe even more … Continue reading What do doctors & HCPs “really” want & expect from salespeople? →
There is ONE THING that medical sales representatives MUST do to be relevant and SELL MORE in 2021… Medical sales professionals had their world turned upside down in 2020. Sure, some things are the same, but most HCPs are viewing their jobs through a different lens. This can be bad news for medical reps who … Continue reading YOUR BEST MEDICAL SALES STRATEGY FOR 2021 →
Steve Benson is the founder and CEO of Badger Maps, an incredible software that allows outside sales reps to work their territories with maximal efficiency. Steve’s company has access to data from over 5,000 companies – data that tells a story about how sales has changed since COVID-19 appeared in the U.S. In this special … Continue reading Conversation with Badger Maps CEO Steve Benson on Selling During and After COVID-19 →
The novel coronavirus has redefined our lives moving forward. The big question medical sales representatives are asking as we work to emerge from this crisis, is whether or not medical sales is still a good career. How will it be different? What can I do to adapt. These questions are answered in this episode of … Continue reading Is medical sales still a good career after covid-19? →
Medical sales reps often forget why they do what they do. Sure, you sell to earn a commission, but ultimately it’s to make a difference for the patient or those that treat patients. If you stay focused that “the patient always comes first,” you’ll elevate yourself and your products in your customers’ eyes. Listen to … Continue reading Focus on the patient and sell more! →
Medical sales representatives often use food as an access method to physicians’, dentists’, and other HCPs’ offices. Will it get you in? Yes. But in most ways, it’s counterproductive and weakens your value. Here’s why and how to gain access in ways that help, not hinder, the sale. For more information about the webinar masterclass … Continue reading The Big Mistake of bribing your way into physician offices with food →
If you’re new to medical sales and on the young side of the age curve, a challenge might be establishing credibility. In fact, establishing creditability is not necessarily a function of age (pay attention you older and more experienced reps!). This is a common concern. I get asked about it often. And it IS a … Continue reading Overcoming Customers’ Perception of Your Youth & Inexperience →
When I’m delivering live workshops, the challenge that comes up over and over again is…you guessed it – getting past gatekeepers. This challenge is really a sign of a bigger, more urgent problem that needs to be solved. Sales managers, pay attention! Please share your thoughts in the comments. Thanks! CLICK HERE TO learn how … Continue reading If your biggest problem is gatekeepers, you have bigger problems →
Medical sales representatives who represent products with strong brands have confidence. A known brand can get you in the door. But here’s something only skilled, successful medical sales reps know and understand: As a medical sales rep, YOU are the brand. I discuss this important concept and more in this week’s Medical Sales Guru Podcast. … Continue reading Medical sales reps: you are the brand →
This week, the Medical Sales Guru Podcast looks at a heart-breaker: That pain you experience when you learn your customers are flirting…or cheating with the competition. It’s going to happen, and you’re not going to like it. Deal with it! That’s what this episode is about – a light-hearted look at your need to get … Continue reading Medical sales reps: Are your customers “cheating” on You? →
Medical sales representatives who sell products used in the operating room tend to freak out a bit when they hear reports of sales reps being banned in the O.R. Could this happen? Yes, in fact, it’s happening already. But before you think this is all gloom and doom, take a moment to consider what this … Continue reading Banning medical sales reps from the operating room – it’s not the worst thing… →
John Wright
Hear, hear! Loved this episode. It hits the nail on the head about the tightrope walk med reps face. On one hand, you gotta build trust with docs and nurses, who are basically gatekeepers to the whole system. But playing it too safe just blends you into the background noise. Totally agree about needing strong self-awareness. JB Medical Equipment really pushes that in their training, too. Knowing your strengths and weaknesses is huge for figuring out where to focus and how to stand out. And can we talk about that "commodity salesperson" trap? It's so easy to fall into, just churning through prescriptions without adding real value. But this podcast gave me some great tips on how to break free and actually make a difference for patients. **Thanks for sharing this! Definitely giving this episode another listen (and maybe checking out some of JB's training options)! :'> https://jbmedical.com.au/