Secrets in Medical Device Sales

Have you ever wondered why some sales reps consistently close deals while others fall short? 

The answer might be simpler than you think.

In this episode, The Girls of Grit wrap up their three-part series on what it takes to succeed in medical device sales by revealing the crucial role of follow-up. They dive into the power of thoughtful, personalized follow-ups in building trust and deepening customer relationships.

They share six essential reasons why follow-up is a game-changer: building relationships, increasing conversions, addressing concerns, showing persistence, gathering feedback, and nurturing leads. Overcoming barriers like fear of rejection and lack of motivation, encourage sales reps to dig deep and act.

Don’t miss this final installment, where they unpack the secret to turning follow-ups into a strategic advantage that leads to lasting success.

Tune in now to learn how mastering the art of follow-up can transform your sales journey!

Must-Hear Insights and Key Moments

• The Importance of Personalization: They emphasize that follow-up is not just about checking in—it's about making it personal. Referencing past conversations and tailoring your approach shows clients you truly listened, building deeper trust.
• Overcoming Fear of Rejection: They discuss the most common reason sales reps avoid follow-ups—the fear of hearing “no.” They encourage listeners to shift their mindset, reminding them that fear is just “false evidence appearing real.”
• Building Stronger Relationships: The discussion highlights how consistent follow-up fosters trust, helps address client concerns, and ultimately strengthens long-term customer relationships.
• Persistence Pays Off: Illustrates how persistence is a core trait of successful salespeople, using follow-up as a way to demonstrate dedication and reliability.
• The Secret to Effective Follow-Up: They reveal the ultimate secret: timely and thoughtful follow-up, tailored to the client’s needs, can be the difference between a lost opportunity and a closed deal.

Follow The Girls of Grit:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production

What does it truly mean to bring value to medical device sales?

In part two of our three-part series, The Girls of Grit dive into Patricia Choquette’s next essential principle for success: Bringing Value. They discuss what it takes to become the rep clients trust and return to time after time.

This episode explores how intentionality and preparation lay the groundwork for delivering genuine value. Active listening isn’t just hearing—it’s understanding clients’ needs, identifying their challenges, and presenting meaningful solutions. 

They also reveal why coming prepared and focused strengthens credibility and builds trust—the foundation of lasting client loyalty.

Tune in to learn practical steps for delivering exceptional value in every client interaction and discover how to elevate your reputation in this competitive field.

Must-Hear Insights and Key Moments

• Preparation Sets You Apart: They emphasize that being fully prepared with product knowledge and a deep understanding of clients’ needs builds trust and credibility.
• Intentionality in Every Interaction: Bringing value means each conversation and meeting is purposeful. Knowing exactly what to discuss and addressing client needs creates impactful connections.
• Active Listening Beyond Hearing: True active listening goes beyond just hearing; it involves understanding client challenges and responding with relevance.
• Client-Specific Solutions: Highlighting the importance of tailoring the approach—whether focused on cost, efficiency, or innovation—to meet what each client values most.
• Consistency Fosters Loyalty: Consistently showing up prepared and reliable is essential for building client loyalty and achieving long-term success.

Follow The Girls of Grit:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production

How do you go from just another face in the room to the indispensable expert everyone relies on? 

In this latest episode of Secrets in Medical Device Sales, the Girls of Grit dive into the mindset and strategies that set-top reps apart. Kicking off their new series on what it takes to stand out, they explore the first key principle: being the hardest-working person in the room. 

Drawing on Patricia Choquette’s invaluable insights, they discuss how mastering knowledge, preparation, active listening, and the art of closing can transform your impact in the field. Through candid stories and practical advice, they reveal how true adaptability turns challenges into opportunities and positions you as the go-to expert. 

Tune in for a raw, relatable look at how grit, focus, and unwavering commitment to excellence can help you step up and lead in the world of medical device sales.

Must-Hear Insights and Key Moments

• Adaptability is Key: Anneliese and Cynthia stress that being the hardest-working person isn’t just effort—it’s adaptability. Knowing products, anticipating needs, and having backup plans set top reps apart.
• Preparation and Product Knowledge: Being fully prepared and understanding every detail positions reps as indispensable experts in high-stakes situations.
• Active Listening: They highlight the value of staying alert to everything in the OR, from patient stats to team needs, demonstrating attentiveness and commitment.
• Closing Every Interaction: Staying until the end and debriefing with staff cements relationships and can lead to more referrals.
• Earning Trust through Consistency: Doctors remember reps who go above and beyond, consistently showing up prepared and proactive.

Follow The Girls of Grit:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production

Could the secret to long-term sales success really be this simple? The answer is YES.

In this episode, The Girls of Grit reveals one of the most powerful yet underestimated secrets in medical device sales: showing up. It’s not just about physically being there; it’s about consistently positioning yourself in front of your clients, being present when opportunities arise, and actively engaging with your network. 

They dive into how simply showing up—whether at a hospital, office or by making yourself available—can spark conversations that lead to new opportunities and insights. They also stress the importance of having a plan, knowing your clients, and being prepared to engage meaningfully. 

If you're looking for an easy yet effective way to elevate your sales game, this episode is a must-listen.

Must-Hear Insights and Key Moments

• Show up physically – Be present at hospitals, offices, or relevant locations. Your presence reminds clients of who you are and what you offer.
• Be strategic – Don’t just show up, have a plan. Know your clients, and their needs, and have clear objectives for every visit.
• Engage meaningfully – Be ready to have conversations that matter. Use your time wisely to ask questions, gather information, and build stronger relationships.
• Be consistent – Regularly positioning yourself in front of clients keeps you at the top of your mind and opens doors for opportunities you wouldn’t get through emails or phone calls.
• Be available – Make yourself accessible when needed. Sometimes, being there at the right time leads to new opportunities or important insights.

Follow The Girls of Grit:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production

What if a single misstep today could close doors on your career tomorrow?

In this episode of Secrets in Medical Device Sales, The Girls of Grit delve into a crucial topic that can make or break careers: burning bridges. They discuss the long-lasting impact of our actions and how seemingly small decisions can have a ripple effect in the close-knit world of medical device sales. 

They share personal anecdotes about professional relationships, offering insights into the importance of maintaining a solid reputation, even in challenging situations. 

Whether it's handling tricky interactions with managers or navigating exits from companies, this episode highlights why choosing your words and actions wisely is essential for future career success. 

Join the conversation to uncover the secret behind turning critical moments into opportunities for growth rather than regret.

Must-Hear Insights and Key Moments

• Reputation in Medical Device Sales: In the close-knit world of medical device sales, maintaining a positive reputation is crucial, as burning bridges can lead to missed opportunities.
• Unexpected Encounters: A chance meeting on a flight serves as a reminder that professionalism matters, even in the most unexpected situations.
• Valuing Past Relationships: Building and maintaining good relationships with former colleagues or managers can open doors to future career opportunities.
• The Ripple Effect: Even the smallest negative actions can have long-lasting impacts, affecting professional growth and reputation.
• Building Bridges: Cooling off before reacting emotionally and focusing on building, not burning, professional relationships is essential for long-term success.

Follow The Girls of Grit:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production

What if every "no" you hear in sales isn’t a dead end but a hidden opportunity? 

In this episode of Secrets in Medical Device Sales, The Girls of Grit, dive into one of the toughest topics in sales—rejection. They share personal stories that highlight how rejection doesn't have to be a stumbling block but can instead be a stepping stone to greater success. 

They encourage listeners not to take rejection personally but to see it as redirection—a chance to find the right fit and get closer to their goals. 

Tune in to learn how to shift your mindset, strengthen your resilience, and turn every "no" into an opportunity for a stronger comeback in the competitive field of medical device sales.

Must-Hear Insights and Key Moments

• Rejection is Inevitable in Sales: Rejection is a common experience in sales, much like in life. It's crucial not to take it personally, as it often just means that the timing or fit isn't right for the customer. 
• Rejection as Redirection: Rejection can guide salespeople toward better prospects or opportunities, helping them refine their approach. 
• Self-Assessment and Targeting: Evaluate whether they targeted the right audience or if they lacked crucial information that might have impacted the outcome. 
• Building Resilience and Mindset: Resilience in the face of rejection is key and encouraged to develop a positive mindset and use self-talk and affirmations. 
• Learning and Listening: Rejection should be seen as a chance to gather information and learn. Improving listening and communication skills is essential. 
• Celebrating Successes: Recognizing achievements, even if they come from partial successes, helps maintain motivation and a positive outlook in the sales process. 

Follow The Girls of Grit:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production

What’s the real reason you didn’t hit that goal—too busy, or just too many excuses?

In this Secrets in Medical Device Sales episode, The Girls of Grit tackles the fine line between taking a much-needed break and letting excuses derail your progress. 

Whether missing quotas, balancing work and life, or letting fear get in the way, excuses are often our biggest barriers. We all need a breather sometimes, but when "I'm too busy" becomes a habit, it's time for a mindset shift. 

Tune in to learn how to overcome excuses with SMART goals, accountability, and celebrating small wins. It’s time to stop letting excuses sabotage your success and control your career.

4 Tips to Overcome Excuses

• Tip #1: Find an accountability partner:
  Having someone to check in with you regularly helps hold you accountable and keeps you on track with your goals.
• Tip #2: Set SMART goals:
  Make your goals Specific, Measurable, Achievable, Relevant, and Time-bound. This creates a clear path and makes your goals easier to achieve.
• Tip #3: Use positive affirmations:
  Remind yourself of your strengths and abilities. Positive self-talk can help boost your confidence and motivate you to act.
• Tip #4: Celebrate small wins:
  Recognize and celebrate even small achievements along the way. These small victories can build momentum and keep you toward your larger goals.

Follow The Girls of Grit:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production

How can you stand out in a male-dominated industry?

With over 16 years in sales and a remarkable track record in the medical device industry, Patricia Choquette’s story is one of grit, resilience, and determination.

From selling cars to becoming a four-time Rep of the Year in medical devices, Patricia’s journey is a testament to the power of persistence.

In this episode of Secrets in Medical Device Sales, Patricia shares how she grew her annual sales from $100,000 to $6.5 million in just four years. She highlights the importance of delivering real value and consistently outworking the competition. For Patricia, success is the result of daily excellence and dedication.

She also offers candid advice on navigating a male-dominated industry: be more prepared, more knowledgeable, and more focused than anyone else. Her philosophy? “Be better, do better, and you’ll win.”

This episode is packed with actionable insights for anyone aiming to elevate their sales game, especially women in medical device sales. Patricia’s story proves that with the right mindset and hard work, anything is possible.

Must-Hear Insights and Key Moments

• Persistence and Hard Work Lead to Success – Patricia shares how her journey from selling cars to becoming a top medical device sales rep is a direct result of her commitment to outworking the competition and never giving up.
• Importance of Providing Value – True success in sales comes from consistently delivering value, not just focusing on making a sale. Patricia stresses the importance of building trust and offering meaningful solutions to clients.
• Navigating a Male-Dominated Industry – She emphasizes the importance of being more prepared, knowledgeable, and focused than competitors.
• Outwork the Competition – One of her core beliefs is that hard work and resilience will set you apart in any field, as people respect a strong work ethic.
• Success is a Byproduct of Dedication – Success is a byproduct of daily dedication, preparation, and doing your best every single day, Patricia highlights. It’s about showing up fully and consistently.
• Balancing Personal and Professional Life – Patricia highlights the importance of quality over quantity when managing both professional and personal life.

Follow The Girls of Grit:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production

What if the secret to selling isn’t about your product but the energy you bring into every conversation?

In this empowering episode, The Girls of Grit sits with the author of The Spirit of Selling, Rhonda Petit. Rhonda shares her journey from sales professional to peak performance coach, emphasizing the transformative power of mindset and universal laws in the sales world.

The conversation dives into the role of energy, conviction, and passion in selling, offering valuable insights on how aligning your thoughts and actions can lead to success. Rhonda passionately explains how awareness, empathy, and service are key to building strong, trusting relationships with clients.

She also discusses the importance of shifting from a scarcity mindset to one of abundance, urging listeners to focus on creating value rather than competing.

Whether you're in medical device sales or any other industry, this episode is packed with pearls of wisdom that will inspire you to approach sales with renewed confidence and energy.

Must-Hear Insights and Key Moments

• Mindset is Key: Success in sales is 95% mindset and 5% mechanics. Aligning your thoughts and beliefs with the right energy can significantly impact the outcome of a sales conversation.
• Energy and Conviction: The energy you bring into a room plays a crucial role in building trust and closing deals. If you believe in your product with passion and conviction, your clients will feel it and be more likely to buy.
• The Law of Attraction: Rhonda emphasizes the importance of aligning with the Law of Attraction, which suggests that what you focus on is what you attract. 
• Awareness and Emotional Intelligence: Understanding your mindset and your clients' emotions is key. By empathizing with their needs, you position yourself as a trusted advisor, not just a salesperson.
• Empathy and Service: Sales is about serving, not just selling. Understanding your clients' needs and focusing on their success builds trust and fosters lasting relationships.
• Create, Don’t Compete: Instead of competing, innovate and offer unique solutions. Focus on creating value and differentiating yourself to stand out in the marketplace, fostering long-term success.

Follow The Girls of Grit:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production

What if the price objection you keep hearing isn’t really about the cost?

In this episode, the Girls of Grit dive deep into one of the most common challenges in sales—cost objections. With years of experience, they reveal an important insight: it’s rarely about the price tag but rather the perceived value. 

Whether you’re selling a $50 product or a $5 million device, how do you effectively communicate the worth of what you’re offering?

They break down the secret to overcoming cost objections by explaining how value is relative and how essential it is for sales reps to identify and convey the unique benefits of their product to different stakeholders, whether it’s a doctor, a purchasing committee, or administrators.

Tune in to learn five practical tips for overcoming cost objections and how to successfully guide your clients toward understanding the true value of your product.

Five Tips for Cost Objections

• Tip #1: Think About What's Their Why
  Uncover the real issue behind objections by asking open-ended questions about their patient population or current struggles.
• Tip #2: Don’t Assume, Ask Questions
  Explore deeper than the initial objection. Keep asking questions to reveal true concerns and identify where you can provide solutions.
• Tip #3: Leave Your Personal Feelings Out
  Stay objective and focused on the value of your product. Avoid letting personal feelings influence your response to cost discussions.
• Tip #4: Present the Value
  Show the impact of your product on patient outcomes and healthcare. Emphasize that they’re investing in a positive result, not just a product.
• Tip #5: Present with Confidence
  Discuss the price confidently, knowing you’ve demonstrated your product’s value and addressed their concerns. Confidence in pricing can sway decisions.

Follow The Girls of Grit:

• Website
• Instagram
• LinkedIn

We'd Love to Hear Your Stories!

Your experiences are important to us. Share how you've navigated catalysts for growth and personal transformation. Connect with us on social media or leave a review on your preferred podcast platform. Your feedback and stories inspire us and guide future episodes!

A Team Dklutr production