Comments on: Medical Sales Pros Know How To Get The Doctor’s Attention http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/ Thu, 04 Dec 2008 21:38:25 +0000 http://wordpress.org/?v=2.0.2 by: Administrator http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/#comment-208 Thu, 19 Jun 2008 17:14:07 +0000 http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/#comment-208 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 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

]]> by: Kevin Crabb http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/#comment-72 Wed, 02 Apr 2008 02:17:39 +0000 http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/#comment-72 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 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

]]> by: Steve Siebold http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/#comment-70 Mon, 31 Mar 2008 01:10:19 +0000 http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/#comment-70 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 www.coachingmentaltoughness.com 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
www.coachingmentaltoughness.com

]]> by: Casey Mims http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/#comment-68 Sat, 29 Mar 2008 18:27:38 +0000 http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/#comment-68 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 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

]]> by: Gary Greenfield http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/#comment-67 Fri, 28 Mar 2008 22:51:39 +0000 http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/#comment-67 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 <a href="http:www.garygreenfield.com" rel="nofollow">Profit Through Performance</a> 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

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