No doubt about it — selling in the medical environment is different, especially when it comes to doctors! In this video, medical sales performance improvement expert Mace Horoff discusses one reason that makes it difficult to capture the doctor’s attention and hold it during your presentation. Are you sure you have the doctor’s attention when you present, or are you talking to the wall? (BTW, if you’re trying to get hired, you might get a question or two about this on your interview!)
Dear Mace:
Outstanding thoughts concerning the critical importance of establishing an attentive connection between a prospect and the sales representative very early in a sales call. Most prospects are consumed by ambivalence until stimulated through one of the methods you suggest for capturing their attention.
Good work!
Gary Greenfield
Profit Through Performance
Thank you for this information Mace. As mentioned before I am indirectly entering medical sales through the sale of my job applicant background screening service. I always appreciate your insights. Thank you, Casey Mims
Mace,
Great information. Your tips on selling to a very unique customer in the marketplace are incredibly valuable.
Keep up the GREAT work!
Steve Siebold
http://www.coachingmentaltoughness.com
Mace,
Great “slice” into the approach to selling doctors. Any chance of you being able to interview a “real doctor” to see how a doctor perceievs sales questions? Maybe the doctor can shed light on ways he/she likes being sold/approached from their perspective?
Keep up the great info!
Kevin
Kevin,
Thanks for your comments. I assure you that anything I post is through experience with “real doctors!” Different doctors, of course, will prefer different approaches. The idea is to be able to key-in on an approach that “connects” with each doctor prospect. I could interview any doctor and ask the question, “what gets your attention?” The answer will always be the same — “that which interests ME and relates to the concerns and challenges I face in my practice.”
To sum it up — it’s about them and what they do — not about you and what your products do.
Thanks again for your post.
Mace Horoff