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Can Your Medical Prospects Say “So What?”

Here is a simple test suggested by medical sales performance improvement expert Mace Horoff that you can use BEFORE you are in front of your prospect to test if the elements in your presentation are valid.

Again, if you are trying to land your first medical sales job, you might want to use this same test on your resume and in any statements you make in your telephone or live interviews!

This entry was posted on Thursday, April 10th, 2008 at 7:48 pm and is filed under Medical Sales Skills, Getting Hired. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

One Response to “Can Your Medical Prospects Say “So What?””

  1. Gary Greenfield Says:
    April 22nd, 2008 at 4:25 pm

    Dear Mace:

    Your “So What?” thoughts are absolutely right on! As you suggest, the key to answering that all important question in the prospect’s mind is tied directly back to the sales professional having a clear perspective as to what their needs are. Then, tieing the appropriate product features/benefits directly back to the stated needs.

    Thanks for your thoughts.

    Gary Greenfield
    Profit Through Performance

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