Comments for medicalsalesschool.com Blog http://medicalsalesschool.com/blog Thu, 19 Jun 2008 17:14:07 +0000 http://wordpress.org/?v=2.8.4 hourly 1 Comment on Medical Sales Pros Know How To Get The Doctor’s Attention by Administrator http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/comment-page-1/#comment-208 Administrator 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

]]> Comment on Handling objections in medical sales Part 2 by Jonathan Kroner, JD, MBA http://medicalsalesschool.com/blog/2008/02/27/handling-objections-in-medical-sales-part-2/comment-page-1/#comment-197 Jonathan Kroner, JD, MBA Sun, 15 Jun 2008 04:08:11 +0000 http://medicalsalesschool.com/blog/2008/02/27/handling-objections-in-medical-sales-part-2/#comment-197 This is great information, very clear, applicable to all big ticket sales. I don't sell medical products but your vids are watchable & digestible and useful for me. Thanks, Jonathan Kroner This is great information, very clear, applicable to all big ticket sales. I don’t sell medical products but your vids are watchable & digestible and useful for me.
Thanks,
Jonathan Kroner

]]> Comment on Can Your Medical Prospects Say “So What?” by Gary Greenfield http://medicalsalesschool.com/blog/2008/04/10/can-your-medical-prospects-say-so-what/comment-page-1/#comment-101 Gary Greenfield Tue, 22 Apr 2008 16:25:58 +0000 http://medicalsalesschool.com/blog/2008/04/10/can-your-medical-prospects-say-so-what/#comment-101 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 <a href="http://www.garygreenfield.com" rel="nofollow">Profit Through Performance</a> 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

]]> Comment on Medical Sales Pros Know How To Get The Doctor’s Attention by Kevin Crabb http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/comment-page-1/#comment-72 Kevin Crabb 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

]]> Comment on Medical Sales Pros Know How To Get The Doctor’s Attention by Steve Siebold http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/comment-page-1/#comment-70 Steve Siebold 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
http://www.coachingmentaltoughness.com

]]> Comment on Medical Sales Pros Know How To Get The Doctor’s Attention by Casey Mims http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/comment-page-1/#comment-68 Casey Mims 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

]]> Comment on Medical Sales Pros Know How To Get The Doctor’s Attention by Gary Greenfield http://medicalsalesschool.com/blog/2008/03/28/medical-sales-pros-know-how-to-get-the-doctors-attention/comment-page-1/#comment-67 Gary Greenfield 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

]]> Comment on Handling objections in medical sales — it’s easier than you think by Casey Mims http://medicalsalesschool.com/blog/2008/02/20/handling-objections-in-medical-sales-its-easier-than-you-think/comment-page-1/#comment-55 Casey Mims Sun, 16 Mar 2008 02:32:14 +0000 http://medicalsalesschool.com/blog/2008/02/20/handling-objections-in-medical-sales-its-easier-than-you-think/#comment-55 Mace: Thank you for your strong words of wisdom on handling objections. I face objections in my medical sales venue and yourr tips are of great use to me. I possess DME sales experience & a BS in Health Administration and am the Sales Manager with National Applicant Screening, a background screening firm. I am marketing my background screening services to the healthcare industry due to the necessity of screening job applicants therein. With my background, I comprehend the importance of screening healthcare job applicants so as not to allow criminals or sex offenders to infiltrate healthcare. Their infiltration will possibly result in harmed or offended patients, (adults or children) as well as families and even healthcare professionals. Numerous legal ramifications likely will arise from this as well as damage to the overall healthcare industry. I meet with my clients and sell them my screening services, to prevent such negative things from occuring. Thank you for this first Blog and I do look forward to hearing more. Casey Mims Sales Manager National Applicant Screening 1255 Lakes Parkway Suite 380 Lawrenceville, GA 30043 Phone: 770.339.2880 Fax: 770.339.2708 cmims@nascreening.com Mace:

Thank you for your strong words of wisdom on handling objections. I face objections in my medical sales venue and yourr tips are of great use to me. I possess DME sales experience & a BS in Health Administration and am the Sales Manager with National Applicant Screening, a background screening firm. I am marketing my background screening services to the healthcare industry due to the necessity of screening job applicants therein. With my background, I comprehend the importance of screening healthcare job applicants so as not to allow criminals or sex offenders to infiltrate healthcare. Their infiltration will possibly result in harmed or offended patients, (adults or children) as well as families and even healthcare professionals.
Numerous legal ramifications likely will arise from this as well as damage to the overall healthcare industry. I meet with my clients and sell them my screening services, to prevent such negative things from occuring. Thank you for this first Blog and I do look forward to hearing more.

Casey Mims
Sales Manager
National Applicant Screening
1255 Lakes Parkway
Suite 380
Lawrenceville, GA 30043
Phone: 770.339.2880
Fax: 770.339.2708
cmims@nascreening.com

]]> Comment on Handling objections in medical sales Part 2 by Jim Barber http://medicalsalesschool.com/blog/2008/02/27/handling-objections-in-medical-sales-part-2/comment-page-1/#comment-42 Jim Barber Tue, 04 Mar 2008 16:12:11 +0000 http://medicalsalesschool.com/blog/2008/02/27/handling-objections-in-medical-sales-part-2/#comment-42 Wonderful suggestions in a terrific "how to" series, Mace! This is vital information for everyone in medical sales. jim <a HREF="http://www.thebarbershop.com" rel="nofollow">Jim Barber</A> Wonderful suggestions in a terrific “how to” series, Mace! This is vital information for everyone in medical sales.

jim
Jim Barber

]]> Comment on Handling objections in medical sales Part 2 by Steve Siebold http://medicalsalesschool.com/blog/2008/02/27/handling-objections-in-medical-sales-part-2/comment-page-1/#comment-39 Steve Siebold Sat, 01 Mar 2008 16:33:54 +0000 http://medicalsalesschool.com/blog/2008/02/27/handling-objections-in-medical-sales-part-2/#comment-39 Great information! It's great to hear these suggestions from a long time industry insider. Thanks, Mace Steve Siebold www.mentaltoughnessblog.com Great information! It’s great to hear these suggestions from a long time industry insider.

Thanks, Mace

Steve Siebold
http://www.mentaltoughnessblog.com

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