On this episode, we discuss the reality of talent in the medical sales field. It's obvious in sports that some people are more talented than others, but this is an under-appreciated part of the hiring process in medical sales. 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? Fol...
Aug 16, 2019•26 min
On this episode, we discuss a recent phone call with a sales rep and the difficulties trying to get past the gatekeeper. 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.instagram.com/medicalsalescertification/ LinkedIn: https://...
Aug 12, 2019•19 min
On this episode, we discuss how to think about a college degree if your objective is to get into medical sales. 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.instagram.com/medicalsalescertification/ LinkedIn: https://www.linke...
Aug 04, 2019•30 min
On this episode, we discuss how to prepare getting hired in medical sales when you're over qualified. 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.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/co...
Jul 30, 2019•43 min
On this episode, we walk through the framework you need for getting hired in medical sales. Idea, Strategy, Execution. 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.instagram.com/medicalsalescertification/ LinkedIn: https://ww...
Jul 30, 2019•23 min
On this episode, we discuss a recent sales call and follow up call where the deal came too easy. And we discuss what to do when the deal seems to have come too easy. 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.instagram.com/...
Jul 17, 2019•15 min
On this episode, we discuss asking for the business before you feel you are ready. This will open up real opportunities and should get you to the real objection. 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.instagram.com/medi...
Jul 12, 2019•15 min
On this episode, I discuss a recent conversation with a buddy who is starting out in a new territory. We discussed which products he should be focusing on first and foremost. 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 Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Med...
Jul 12, 2019•17 min
We provide a more nuanced take on this question in 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: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Media: Instagram: https://www.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certification-pro...
Jun 24, 2019•36 min
Should you be working smarter, not harder? We use examples from Jeff Bezos and Elon Must, to answer this question. 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.instagram.com/medicalsalescertification/ LinkedIn: https://www.li...
Jun 22, 2019•17 min
On this episode, we discuss the Superior Capsular Reconstruction procedure. 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.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certif...
Jun 18, 2019•20 min
On this episode, we go into detail about the Latarjet Procedure and how to have a conversation about treatment protocol with a customer. 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.instagram.com/medicalsalescertification/ Li...
Jun 14, 2019•35 min
On this episode, we discuss the proximal biceps tenodesis procedure and any of the associated procedures 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 Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw? Follow Us On Social Media: Instagram: https://www.instagram.com/medicalsalescertific...
Jun 05, 2019•30 min
On this episode, we discuss the need for structure when speaking to an audience, leading a team or meeting with a customer. We discussed a YouTube video in this episode and the link to that video is below: Stanford GSB: Think Fast, Talk Smart: Communication Techniques https://www.youtube.com/watch?v=HAnw168huqA
Jun 04, 2019•9 min
On this episode, we discuss the anatomy of the shoulder labrum and capsule. 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.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certif...
May 15, 2019•13 min
On this episode, we discuss single row vs double row rotator cuff repair. 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.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certific...
May 11, 2019•36 min
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 business...
May 10, 2019•11 min
On this episode, we discuss the anatomy of the Rotator Cuff. 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.instagram.com/medicalsalescertification/ LinkedIn: https://www.linkedin.com/company/medical-sales-certification-program...
May 10, 2019•14 min
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! Learn H...
May 09, 2019•20 min
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! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogr...
Apr 25, 2019•27 min
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! Learn How To Become A Medical Sales Rep: https://medicalsalescertification...
Apr 25, 2019•11 min
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 confiden...
Apr 24, 2019•13 min
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! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To ...
Apr 22, 2019•16 min
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! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.co...
Apr 18, 2019•9 min
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! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching Subscribe To Our YouTube Channel: h...
Apr 18, 2019•6 min
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! Learn How To Become A Medical Sales Re...
Apr 16, 2019•10 min
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! Learn How To Become A Medical Sales Rep: h...
Apr 16, 2019•18 min
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 call....
Apr 14, 2019•9 min
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! Learn How To Become A Medical Sales Rep: https://medicalsalescertifi...
Apr 12, 2019•13 min
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! Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/ Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coachi...
Apr 11, 2019•15 min
