#31 - How To Avoid Wasting Your Customers' Time
On this podcast, we discuss how to recognize when you're wasting the customers' time and how to avoid it. A lot of people are unaware that they are wasting other people's time, when in fact, they are....
19 Feb 201912min
#30 - The Real Formula For Getting Business In Medical Sales
In this episode, we address the idea of A + B = C in Medical Sales. How do customers buy products? If you have the best value, why aren't you getting the business? We discuss how to emotionally conne...
15 Feb 201912min
#29 - Context Is King: A Conversation With A CEO
In this episode, I share with you a recent phone call I had with the CEO of a large surgeon practice. This conversation contained many insights into how to contextualize your conversations according t...
13 Feb 201914min
#28 - How To Avoid Getting Friend Zoned In Medical Sales
In this episode, we discuss the all-to-common problem of getting "Friend Zoned" in Medical Sales. When we, as reps, are constantly on the beck and call of customers, its easy to fall into the trap of ...
9 Feb 201910min
#27 - Talk To The Level Of The Customer
In this episode, I discuss a recent meeting we had with a surgeon where the conversation quickly went beyond the surgeons' level of understanding. We started discussing acronyms related to our product...
9 Feb 201910min
#26 - How To Correctly Time Handling Objections In Medical Sales
On this episode, we share a recent sales interaction where actually handling the objections in real time would not have been the right move. There are correct times to handle objections and there are ...
2 Feb 201915min
#25 - How To Have Your Pitch Prepared At All Times
In this episode, we discuss a conversation I had with a CRNA who is recruiting surgeons to come to his surgery center. Sales is sales and what he is going through with recruiting new surgeons to his s...
30 Jan 201910min
#24 - The Best Question to Ask to Uncover the True Objection
In this episode, we discuss the best question you can ask your customers to uncover their true objection. This question may sound counter intuitive to you, but I assure you it is the only way to know ...
6 Jan 201911min
