#39 - Getting Hired In Medical Sales, Don't Tell Me, Show Me
On this episode, we discuss the thinking behind, "Once I get hired, then I'll commit to learning the things I need to learn." In my opinion, this is the exact opposite approach of what should be taki...
22 Mar 201911min
#38 - When Should You Be Using Sales Scripts?
On this episode, we discuss the correct application of sales scripts and when you shouldn't be using them. Sales scripts are important to have but should be used appropriately. Relying too heavily on...
19 Mar 201918min
#37 - Why You Shouldn't Pursue Win/Win In Sales
On this episode, we discuss how simplicity usually wins in sales. Big words end up with disengaged customers. Your customers want the facts without any fluff. Also, we discuss why win/win in sales is...
14 Mar 201912min
#36 - What You Think Is Important, What You Do Is Importanter
On this episode, we share an old story about playing catcher in baseball and the inability to block balls. It was only through intentional training that I was able to train my body to block the way it...
12 Mar 201915min
#35 - How To Get Customer Engagement, Talking vs Communicating
On this episode, we discuss the fundamental difference between talking and communicating. When you're talking to most people, they aren't actually listening to you, they have a conversation going insi...
7 Mar 201915min
#34 - Having Self-Awareness With The Customers When Discussing Products
On this episode, I revisit a couple of topics from earlier in the podcast about self-awareness with your customer. You need to maximize your time in front of your customers and that starts by making ...
1 Mar 20198min
#33 - How To Help Your Customers Keep Their Word With You
How To Help Your Customers Keep Their Word With You | Podcast Episode #33 One of the most frustrating situations as a medical sales rep is when the customer tells you one thing, then changes their mi...
23 Feb 201918min
#32 - Asking The Right Questions, Maximizing Opportunity Cost For Interviewing
On this episode, we dive into understanding opportunity cost and what that looks like from both the interviewing side of things, as well as running a territory. Opportunity cost is easy to understan...
21 Feb 201912min
