#23 - Taking a Customer from No to Yes in Medical Sales
In this episode, we discuss the reality of how many people are going to buy your product the first time they see it. This is a very low number and tells us how important it is to understand your sales...
2 Jan 201916min
#21 - Open-Ended Non-Directed Questions in Medical Sales
In this episode, we discuss how the open-ended questions need to be reformed and reformatted to the 2019 customer. People these days expect transparency and will reward it when they see it. Use your ...
31 Dec 201815min
#22 - The 3 A's for Long-Term Success in Medical Sales
In this episode, we discuss the 3 most important words in sales: Attitude, Activity and Approach. These 3 A's are the formula for success in any sales position and certainly for you and your sales car...
31 Dec 201816min
#20 - Closing the Gap with Customers Using Questions
In this episode, we discuss the technique of using Features, Benefits and Verifying with the customer. The "Verifying" step is where questions with the customer will bring the engagement and close the...
15 Dec 201810min
#19 - What Is The Right Balance Of Give And Take In Sales
In this episode, we discuss how to balance giving and taking in Medical Sales. Some customers are worth more than others but may require more from you. How do you determine this balance? We hope you...
9 Dec 201817min
#17 - You Can't Sell Until You Qualify
In this episode, we discuss a sales meeting where we didn't qualify the customer and it wasted valuable time. We all must qualify before we can start selling. We hope you enjoy! Learn How To Becom...
8 Dec 201817min
#18 - Always Questions In Medical Sales
In this episode, we discuss the "Always" Questions that we use when qualifying the customer. It cannot be overstated of the importance to qualify the customer. We hope you enjoy! Learn How To Become...
8 Dec 201813min
#16 - The Customer Is Not Always Right
In this episode, we expand on the approach that the customer is not always right. However, that doesn't mean we shouldn't use agreement with the customer to move the conversation forward. The quickes...
1 Dec 201821min
