On this episode, we discuss the problem where the customer ends up selling the rep on why they shouldn't be doing business together. Your customers don't want to change what they are doing, so they will be trying to throw you off so they don't have to change what they are doing. Your job is to listen to the customers' objections but you can't buy "Hook line and sinker" what they tell you. Just because they have a current vendor or contract in place doesn't necessarily mean they can't do...
On this episode, I discuss the need to identify the specific area of medical sales you want to be in. Figure out what is most interesting to you and make yourself as much of an expert in that area as you can. You wouldn't go apply to Google, Amazon Web Services or Walmart Supply Chain if you didn't know anything about SEO, coding or Logistics. In the same way, you need to have some level of relevant knowledge and experience to stand out in a crowded field. We hope you enjoy this episode!
On this episode, I share with you my perspective on following your passion. I used to struggle with the with the idea of following your passion, but I have changed my tune with that. The primary reason why is because I recognized that the ones who love what they do will inevitably outwork the ones who don't. Therefore, if you want to win, you need to pick something you are passionate about. We hope you enjoy this episode!
On this episode, we discuss a personal example where a competitor is coming in to try and take our business by offering a significantly lower price. This is not a surprise to me or anyone else in this industry, but it does provide me an opportunity to walk you through how I'm handling it in real time. This is likely the first of a couple episodes on this topic and about this situation. We hope you enjoy this episode!
On this episode, we discuss how you can grow in confidence with your product(s). It's not simply enough to "be sold" on your product, you also have to be able to deliver your product in a sales pitch confidently and also handle the objections to follow. To be the best you have to beat the best. In sales, you have to train your responses for the most difficult objections you could get from a customer. You never want to practice only layups. The harder you work in your down-time, the more...
On this episode, we discuss the all-too-common situation where sales people end up too far on the side of "nice". While this is a key trait of many successful sales reps, it can also be the downfall. Like I'm sure you have heard, "Too much of a good thing can be a bad thing." We hope you enjoy this episode!
On this episode, we discuss who you should be looking to for sales advice. And we also spend time discussing "Cognitive Dissonance". Cognitive dissonance is a common bias people struggle with, myself included, but something we all should try to overcome. We hope you enjoy this episode!
On this episode, we discuss a comment a friend of mine made saying, "Sales is only about getting people to like you." Is this true? How easy is it to get somebody to like and support you in sales? It's easy to get people to like you when you aren't trying to sell them something. The relationship changes immediately though once the person knows you're trying to sell them something. We hope you enjoy this episode!
On this episode, we discuss the questions reps need to be asking to close the deals they aren't closing. And these questions typically have nothing to do with the product itself. You need to walk the customer through the process of conversion and address any potential pitfalls along the way. If and when you outline the worst case scenario for the physician, the fear and uncertainty about switching vendors will be reduced. We hope you enjoy this episode!
On this episode, we discuss a comment made by the founder of LinkedIn, Reid Hoffman, about taking too long to launch your product. I think this is analogous to the situation many young reps find themselves in where they are pursuing perfection at the cost of productivity. First, perfection is an illusion and shouldn't be pursued directly. Second, the way to truly improve your skills in sales is to test them in the real world. We hope you enjoy this episode!
On this episode, we discuss the very common situation where you are going back to the same customers, with the same product, a second time. This happens frequently and the key is to start the meeting off the right way to reengage the customer. Many times, they had the intention to move forward with you the first time, but they lost focus or interest or changing habits proved to be more difficult than they first realized. Your job is to take what should be a warm call and treat it as a cold...
On this episode, we discuss the one-and-done sales reps. These are reps that ask one question, and one question only to the customer, then move into their pitch. The strong sales reps will ask much more than one question to the customer before they start pitching their product. You need to know as much as you can about the customer and why they use what they use prior to bringing up your product. We hope you enjoy this episode!
On this episode, we discuss the key point when you transition from selling to closing and what that sounds like. It's not enough to give the advice of, "You have to ask for the business." The real question is, "What are the actual words that come out of my mouth when I ask for the business?" We hope you enjoy this episode!
On this episode, we go deep on the topic of 'Outcomes-Driven Thinking' and 'Process-Driven Thinking'. There is a substantial difference approaching results from these two perspectives and it's important to keep both in balance. What you're trying to avoid are 'False-Positives' and 'False-Negatives', and you do this by making sure you're taking into account Process-Driven Thinking, not just Outcomes-Driven. We hope you enjoy this episode!
On this episode, we discuss how to determine when to turn up the pressure on a deal or a customer and when to be patient. The fundamental question you should be asking yourself is, "Why isn't the customer moving in that direction automatically?" This will give you insight for how to handle each individual sales situation. We hope you enjoy this episode!
On this episode, we discuss the essence of sales - get the customer to see your perspective on a given topic. And to do this, you have to make sure they are looking at the same problem you are with the same perspective you have. Most reps struggle to align perspective prior to pitching their product or service. What you actually need to do is make sure the customer can visualize the problem like you are visualizing it, then you can discuss why you believe your product or service is the best...
On this episode, we discuss the equation of sales which includes science and art. Where many sales reps go wrong and many coaches go wrong is they think you only need one of the two variables to be successful. But my experience has taught me that you absolutely need both science and art to be successful in medical sales. I do believe both can be developed but the art certainly comes more natural to some people. We hope you enjoy this episode!