Effective Approaches for Gatekeepers
Every Ancillary Blog
by Vivien Hudson
1y ago
By: Michael Berg, Every Ancillary Dealing with gatekeepers is one of the biggest challenges that medical reps face. Having a good strategy makes a huge difference in your sales success. These are four practical tips on how to handle gatekeepers in medical sales: Tip #1 – Get Information How – Have good questions ready to ask You do not need to get past the gatekeeper to make it a successful sales call. Doing a reconnaissance mission to find out information that can be useful in developing a strategy for that practice is also extremely useful. New protocols stemming from the pandemic may presen ..read more
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Storytelling: Your Most Important Skill to be Successful in Medical Sales
Every Ancillary Blog
by Vivien Hudson
1y ago
The medical industry presents one of the most challenging arenas to be a successful sales rep. Selling to highly educated buyers with limited time to spare means you must make the most of your opportunities. There are countless books and articles that have been written with tips how to succeed in medical sales, each helpful in perfecting your game. However, the most effective way to become successful is to make people WANT to listen to you. Science has proven the best way to accomplish this is through STORYTELLING. Why Use Storytelling? Storytelling is hard-wired into our DNA. For thousands o ..read more
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21 Tips to Grow Medical Sales in 2021
Every Ancillary Blog
by Vivien Hudson
1y ago
Many industries have undergone a rapid revolution during 2020, especially healthcare. The coronavirus pandemic has accelerated certain trends for how medical practices make purchasing decisions. Multiple surveys have shown that roughly half of physicians no longer do in-person visits with sales reps…and that is before the pandemic! It is safe to assume that many of the remaining half have instituted protocols to limit in-person visits, making it more difficult for sales professionals accustomed to this sales model. As a medical sales professional looking ahead to 2021, now more than ever it i ..read more
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15 Factors to Consider When Choosing Vendors to Sell For in Independent Medical Sales
Every Ancillary Blog
by Jerry Philips
1y ago
Independent Medical Sales 15 Factors to Consider When Choosing Vendors to Sell For   If you have ever worked as an independent medical sales rep, you have likely contracted to sell for vendors that ended up being a waste of your time. Sometimes the fault lies with the vendor, other times it’s the rep, and often it was doomed to fail from the start because it was a bad fit for both parties. Doing a little due diligence up front can save you a lot of heartache down the road. Here are 15 factors that you may want to consider the next time you are thinking about contracting to sell for a ven ..read more
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SPIN Selling – The most effective strategy to become an elite medical sales professional
Every Ancillary Blog
by Jerry Philips
1y ago
Anyone who is familiar with the Pareto Principle (aka “the 80/20 rule”) knows that the relationship between inputs and outputs is not balanced. At the far end of the distribution curve, the elite 1% in any field often outperform and the bottom half combined. How is it that some medical sales professionals consistently outsell their competition? Why do some reps consistently earn over $1M/year while others struggle to make a modest living? There is no doubt that factors like organization, goal setting, hard work and grit are contributors to success, however virtually everyone in the 20% of the ..read more
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Talk Less, Sell More – The Golden Rule for Medical Sales
Every Ancillary Blog
by Jerry Philips
1y ago
As a medical sales professional, you often spend weeks or months prospecting new clients in the hopes of getting a short window of their undivided attention. The last thing you want to do is blow the opportunity you worked so hard for. Since there is a lot of information that you have crammed into your brain, the temptation is to regurgitate everything you know, getting in as many points as possible during your short meeting. However, this rarely has the desired effect. Why doesn’t this work? The simple fact of the matter is that doctors do not trust your motives when you do most of the talki ..read more
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8 Tips to Staying Motivated After Rejection
Every Ancillary Blog
by Jerry Philips
1y ago
Every medical sales professional understands that rejection is part of the job. However, even for the most seasoned professional, hearing “no” repeatedly can take a psychic toll. Constant rejection can lead to stress and self-doubt, which can become a self-fulfilling prophecy, resulting in further rejection. These are 8 tips for staying motivated after facing rejection. 1. Focus on inputs rather than results Over the course of your career, you are sure to go through hot streaks and cold spells. Neither one of these periods should define your success. The true professional understands this phen ..read more
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Medical Sales Opportunities for the Next Decade
Every Ancillary Blog
by Vivien Hudson
1y ago
Most seasoned medical sales representatives have carried several different products or services over their careers. Between emerging technologies, expiring patents, and ever-changing insurance coverage, the role of a medical sales professional is to constantly adapt and learn new things. As you investigate which medical ancillary programs are likely to grow this decade, consider these areas of focus: REGENERATIVE MEDICINE The Regenerative Medicine sector has exploded in popularity in recent years, with that trend expected to continue for the foreseeable future. According to one estimate from P ..read more
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Why Equipment? Why Now?
Every Ancillary Blog
by Vivien Hudson
1y ago
In the wake of COVID, practices are eager to get patients back into their offices. Many patients have avoided getting preventive testing done or had their visits done virtually. What can be provided virtually is limited, particularly when it comes to diagnostic testing. Equipment gives practices a reason to call up their patients and invite them back into their office. Several equipment pieces can be used to help doctors entice patients back in, especially in relation to risks for COVID and early diagnosis of other conditions. Sales reps love going to practices with no upfront cost, low-cost s ..read more
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Getting into Medical Sales without Experience
Every Ancillary Blog
by Vivien Hudson
1y ago
How to get experience when you have no experience If you are looking for your first opportunity to break into medical sales, you have likely encountered the proverbial chicken and egg scenario…how do I get experience if every position requires prior experience? This is the top frustration for job candidates seeking their first opportunity. In fact, “how to get a medical sales job without experience” is one of the top searches on Google relating to medical sales. Most of the advice given on this topic center around networking, getting an internship, job shadowing, getting the right academic cre ..read more
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