On this episode, we go deep on the topic of 'Outcomes-Driven Thinking' and 'Process-Driven Thinking'. There is a substantial difference approaching results from these two perspectives and it's important to keep both in balance.

What you're trying to avoid are 'False-Positives' and 'False-Negatives', and you do this by making sure you're taking into account Process-Driven Thinking, not just Outcomes-Driven.

We hope you enjoy this episode!

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

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On this episode, we discuss how to determine when to turn up the pressure on a deal or a customer and when to be patient. The fundamental question you should be asking yourself is, "Why isn't the customer moving in that direction automatically?"

This will give you insight for how to handle each individual sales situation.

We hope you enjoy this episode!

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

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https://twitter.com/wood_kolby

On this episode, we discuss the essence of sales - get the customer to see your perspective on a given topic. And to do this, you have to make sure they are looking at the same problem you are with the same perspective you have.

Most reps struggle to align perspective prior to pitching their product or service. What you actually need to do is make sure the customer can visualize the problem like you are visualizing it, then you can discuss why you believe your product or service is the best choice.

We hope you enjoy this episode!

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

Follow Us On Social Media:

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https://www.instagram.com/medicalsalescertification/

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https://www.linkedin.com/company/medical-sales-certification-program/

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https://www.facebook.com/MedicalSalesCertificationProgram

Twitter:

https://twitter.com/wood_kolby

On this episode, we discuss the equation of sales which includes science and art. Where many sales reps go wrong and many coaches go wrong is they think you only need one of the two variables to be successful.

But my experience has taught me that you absolutely need both science and art to be successful in medical sales. I do believe both can be developed but the art certainly comes more natural to some people.

We hope you enjoy this episode!

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

Follow Us On Social Media:

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https://www.instagram.com/medicalsalescertification/

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https://www.linkedin.com/company/medical-sales-certification-program/

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https://www.facebook.com/MedicalSalesCertificationProgram

Twitter:

https://twitter.com/wood_kolby

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 taking place. Employers want to see people who have invested time up front to learn about the company, industry and product line. If you have shown up-front investment, there is a good chance you will continue to invest in yourself and in your career.

This looks good to potential employers.

We hope you enjoy this episode!

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

Follow Us On Social Media:

Instagram:

https://www.instagram.com/medicalsalescertification/

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Twitter:

https://twitter.com/wood_kolby

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 a sales script inevitably takes you out of the present moment and reading what your customer is telling you both verbally and non-verbally.

We hope you enjoy this episode!

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

Follow Us On Social Media:

Instagram:

https://www.instagram.com/medicalsalescertification/

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https://www.linkedin.com/company/medical-sales-certification-program/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Twitter:

https://twitter.com/wood_kolby

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 isn't the right approach with customers. Yes, you need to be successful as a company, but your customers don't want to feel like you also think it's a good deal for you. They want to feel like they got a deal.

We hope you enjoy this episode!

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

Follow Us On Social Media:

Instagram:

https://www.instagram.com/medicalsalescertification/

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Twitter:

https://twitter.com/wood_kolby

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 needed to.

In the same way with medical sales, we all must intentionally practice our craft so that it becomes second nature.

We hope you enjoy this episode!

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

Follow Us On Social Media:

Instagram:

https://www.instagram.com/medicalsalescertification/

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Twitter:

https://twitter.com/wood_kolby

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 inside their own head.

So instead of assuming they are listening and rambling on with your pitch, you need to use questions early and often to confirm the other person is listening and communicating with you.

We hope you enjoy this episode!

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

Follow Us On Social Media:

Instagram:

https://www.instagram.com/medicalsalescertification/

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Twitter:

https://twitter.com/wood_kolby

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 you're what you're discussing with them is relevant to their practice.

If you have a product or service that doesn't match up with their practice or patient population, just cut your losses and focus on products and services that do match up. You can't be idealistic with making sure you show every product to every customer. If the products aren't relevant, simply move on to ones that are.

We hope you enjoy this episode!

Learn How To Become A Medical Sales Rep: https://medicalsalescertificationprogram.com/

Interested In Personalized Coaching: https://medicalsalescertificationprogram.com/coaching

Subscribe To Our YouTube Channel: https://www.youtube.com/channel/UCUu7_015SYVe3qxRk9uEpaw?

Follow Us On Social Media:

Instagram:

https://www.instagram.com/medicalsalescertification/

LinkedIn:

https://www.linkedin.com/company/medical-sales-certification-program/

Facebook:

https://www.facebook.com/MedicalSalesCertificationProgram

Twitter:

https://twitter.com/wood_kolby