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! Learn How To Become A Medical Sales Rep: https://medicalsa...
Apr 05, 2019•18 min
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! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsales...
Apr 03, 2019•18 min
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 choi...
Mar 28, 2019•17 min
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! Learn How To Become A Medical Sales Rep: https://medi...
Mar 26, 2019•13 min
On this episode, we discuss the thinking behind, "Once I get hired, then I'll commit to learning the things I need to learn." In my opinion, this is the exact opposite approach of what should be taking place. Employers want to see people who have invested time up front to learn about the company, industry and product line. If you have shown up-front investment, there is a good chance you will continue to invest in yourself and in your career. This looks good to potential employers. We hope you e...
Mar 22, 2019•11 min
On this episode, we discuss the correct application of sales scripts and when you shouldn't be using them. Sales scripts are important to have but should be used appropriately. Relying too heavily on a sales script inevitably takes you out of the present moment and reading what your customer is telling you both verbally and non-verbally. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: http...
Mar 19, 2019•18 min
On this episode, we discuss how simplicity usually wins in sales. Big words end up with disengaged customers. Your customers want the facts without any fluff. Also, we discuss why win/win in sales isn't the right approach with customers. Yes, you need to be successful as a company, but your customers don't want to feel like you also think it's a good deal for you. They want to feel like they got a deal. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsales...
Mar 14, 2019•13 min
On this episode, we share an old story about playing catcher in baseball and the inability to block balls. It was only through intentional training that I was able to train my body to block the way it needed to. In the same way with medical sales, we all must intentionally practice our craft so that it becomes second nature. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsa...
Mar 12, 2019•15 min
On this episode, we discuss the fundamental difference between talking and communicating. When you're talking to most people, they aren't actually listening to you, they have a conversation going inside their own head. So instead of assuming they are listening and rambling on with your pitch, you need to use questions early and often to confirm the other person is listening and communicating with you. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalesce...
Mar 07, 2019•15 min
On this episode, I revisit a couple of topics from earlier in the podcast about self-awareness with your customer. You need to maximize your time in front of your customers and that starts by making you're what you're discussing with them is relevant to their practice. If you have a product or service that doesn't match up with their practice or patient population, just cut your losses and focus on products and services that do match up. You can't be idealistic with making sure you show every pr...
Mar 01, 2019•9 min
How To Help Your Customers Keep Their Word With You | Podcast Episode #33 One of the most frustrating situations as a medical sales rep is when the customer tells you one thing, then changes their mind later. This creates false optimism on the part of the rep and inevitably leads to distrust between the rep and the customer. The question is, "How can we reduce the chances of your customers changing their mind later?" One of the best ways I have found to help with this is to ask for the customers...
Feb 23, 2019•18 min
On this episode, we dive into understanding opportunity cost and what that looks like from both the interviewing side of things, as well as running a territory. Opportunity cost is easy to understand but difficult to implement because we undervalue the unknown of what we are giving up for what we have. If we think we have a good opportunity in front of us, the time we are spending on that opportunity could be used elsewhere on a better opportunity, but we undervalue the unknown of the other oppo...
Feb 21, 2019•13 min
On this podcast, we discuss how to recognize when you're wasting the customers' time and how to avoid it. A lot of people are unaware that they are wasting other people's time, when in fact, they are. It's not about if you think you're wasting somebody else's time, it's about do they feel like you are wasting their time. We outline what you need to do to make sure you aren't ruining relationships by having a lack of respect for the other person's time. We hope you enjoy! Learn How To Become A Me...
Feb 19, 2019•13 min
In this episode, we address the idea of A + B = C in Medical Sales. How do customers buy products? If you have the best value, why aren't you getting the business? We discuss how to emotionally connect with your customers so they want to work with you and you can get that business, whether you have the best product or not. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsale...
Feb 15, 2019•12 min
In this episode, I share with you a recent phone call I had with the CEO of a large surgeon practice. This conversation contained many insights into how to contextualize your conversations according to the people you are interacting with. The conversations you have must be different based on the needs and motivations of each individual. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https...
Feb 13, 2019•15 min
In this episode, we discuss the all-to-common problem of getting "Friend Zoned" in Medical Sales. When we, as reps, are constantly on the beck and call of customers, its easy to fall into the trap of customers taking advantage of us. Avoiding the "Friend Zone" in medical sales comes down to not simply being a yes-man or yes-woman and actually asking customers those difficult questions to identify real opportunities. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https:/...
Feb 09, 2019•10 min
In this episode, I discuss a recent meeting we had with a surgeon where the conversation quickly went beyond the surgeons' level of understanding. We started discussing acronyms related to our product that the surgeon didn't know. Essentially, it is important that you educate before you sell and ask. Make sure the customer knows what you're talking about and understands the language and terminology you are about to use. Enjoy this episode! Learn How To Become A Medical Sales Rep: https://medical...
Feb 09, 2019•10 min
On this episode, we share a recent sales interaction where actually handling the objections in real time would not have been the right move. There are correct times to handle objections and there are times where you need to punt those for a later date. We hope you enjoy this podcast! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: htt...
Feb 02, 2019•15 min
In this episode, we discuss a conversation I had with a CRNA who is recruiting surgeons to come to his surgery center. Sales is sales and what he is going through with recruiting new surgeons to his surgery center is not much different than how we interact with our customers as well. We hope you enjoy this episode! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subsc...
Jan 30, 2019•10 min
In this episode, we discuss the best question you can ask your customers to uncover their true objection. This question may sound counter intuitive to you, but I assure you it is the only way to know for sure why your customers will or will not work with you. We hope you enjoy! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://w...
Jan 06, 2019•12 min
In this episode, we discuss the reality of how many people are going to buy your product the first time they see it. This is a very low number and tells us how important it is to understand your sales process. Most sales reps don't fully understand how to take a customer from No to Yes, and we outline that in this episode. We hope you enjoy! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificatio...
Jan 02, 2019•16 min
In this episode, we discuss the 3 most important words in sales: Attitude, Activity and Approach. These 3 A's are the formula for success in any sales position and certainly for you and your sales career. Use this formula to examine 2018 and determine how you will adjust in 2019 for better results. We hope you enjoy! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Sub...
Dec 31, 2018•17 min
In this episode, we discuss how the open-ended questions need to be reformed and reformatted to the 2019 customer. People these days expect transparency and will reward it when they see it. Use your open-ended questions in a transparent way and you will have a much greater impact. We hope you enjoy! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouT...
Dec 31, 2018•16 min
In this episode, we discuss the technique of using Features, Benefits and Verifying with the customer. The "Verifying" step is where questions with the customer will bring the engagement and close the gap. We hope you enjoy! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follo...
Dec 15, 2018•11 min
In this episode, we discuss how to balance giving and taking in Medical Sales. Some customers are worth more than others but may require more from you. How do you determine this balance? We hope you enjoy! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Medi...
Dec 09, 2018•17 min
In this episode, we discuss the "Always" Questions that we use when qualifying the customer. It cannot be overstated of the importance to qualify the customer. We hope you enjoy! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Media: Instagram: https://www.i...
Dec 08, 2018•13 min
In this episode, we discuss a sales meeting where we didn't qualify the customer and it wasted valuable time. We all must qualify before we can start selling. We hope you enjoy! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Media: Instagram: https://www.in...
Dec 08, 2018•18 min
In this episode, we expand on the approach that the customer is not always right. However, that doesn't mean we shouldn't use agreement with the customer to move the conversation forward. The quickest way to connect with anyone is by having shared interests, so simply use agreement with the customer as a way to connect early on. You can always come back to the conversation later where you need the customer to change their position. We hope you enjoy! Learn How To Become A Medical Sales Rep: http...
Dec 01, 2018•22 min
In this episode, we share our own experience as a D1 college athlete and discuss the mistakes we made. There is so much opportunity available to student athletes but few take full advantage of those opportunities. We hope you enjoy! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpa...
Nov 28, 2018•19 min
Should you focus on a few opportunities or have a large pipeline of opportunities in medical sales? In this episode, we discuss the importance of a full pipeline and how to decide between focusing on a few opportunities or having a large amount of opportunities. We hope you enjoy this podcast! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Ch...
Nov 27, 2018•13 min
