Handling objections in medical sales — it’s easier than you think
Objections make some medical sales professionals uncomfortable. Why? Because they view their healthcare customers as experts (which they are, at least in their field — hopefully!) and don’t feel comfortable challenging the opinions of experts. My advice — DON’T. Instead, learn how to explore your prospect or customer’s feelings and use that information to steer your sales approach.
This video is part one of handling objections. If you have any questions or comments — please submit a comment in the box below, or click on the comment link to see the box.
February 20th, 2008 at 1:56 pm
Mace,
Nice program. Overcoming objections… Your absolutely right…don’t pounce on the Doc if he voices an objection. This is just a red flag of the many that will be flown in the process of selling to that person or facility…neutralizing the objection should be part of the process or next step…maintain the dialogs and
calculate whether this is an account that you really want or need. You can always come back if they think your on their side which ultimately you should be.
February 20th, 2008 at 2:16 pm
Kevin,
You sound like you have done this before! Great perspective. Thanks for your post.
Mace
February 20th, 2008 at 5:59 pm
Great job on the video, loving the blog, also love the topic overcoming objections! Keep them coming.
JB
http://www.morningcoach.com
February 20th, 2008 at 10:16 pm
Mace, once again, great selling advice for any field. My target market includes CEOs. Believe me, they know more about their companies and industries than I ever will. So I like the advice to sit back and listen. When I do that, I learn more and more about their needs and values so I can figure out if there is a good fit for us. Thanks!
February 20th, 2008 at 11:25 pm
Wonderful blog! It’s so helpful for me, a person used to be a medical sales rep. in China but now trying to break into the same field here in USA, to get a picture how the system works here. I am so glad that I came to the right place. I’m glued here. Thank you Mace!
February 24th, 2008 at 10:14 pm
Mace:
Powerful content, advice and superb credibility. You are providing a OUTSTANDING service to anybody in sales…let alone…medical sales.
Thank you,
Gary Greenfield
Profit Through Performance
March 16th, 2008 at 2:32 am
Mace:
Thank you for your strong words of wisdom on handling objections. I face objections in my medical sales venue and yourr tips are of great use to me. I possess DME sales experience & a BS in Health Administration and am the Sales Manager with National Applicant Screening, a background screening firm. I am marketing my background screening services to the healthcare industry due to the necessity of screening job applicants therein. With my background, I comprehend the importance of screening healthcare job applicants so as not to allow criminals or sex offenders to infiltrate healthcare. Their infiltration will possibly result in harmed or offended patients, (adults or children) as well as families and even healthcare professionals.
Numerous legal ramifications likely will arise from this as well as damage to the overall healthcare industry. I meet with my clients and sell them my screening services, to prevent such negative things from occuring. Thank you for this first Blog and I do look forward to hearing more.
Casey Mims
Sales Manager
National Applicant Screening
1255 Lakes Parkway
Suite 380
Lawrenceville, GA 30043
Phone: 770.339.2880
Fax: 770.339.2708
cmims@nascreening.com