Rep Path Podcast

The Truth About Value-Based Selling in Medical Sales | What Reps Get Wrong

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🎙️ Welcome back to another episode of The RepPath Podcast, hosted by Joe Licata, where we take you behind the curtain of the medical sales industry.

In this episode, Joe dives deep into one of the most crucial skills that separates top-performing reps from everyone else: how to shift from selling features and benefits to selling value.
You’ll learn:
  • Why focusing on features and benefits doesn’t resonate with physicians
  • How to position value and outcomes that actually influence buying decisions
  • The difference between fee-for-service and value-based models and how this shift changes the entire sales conversation
  • How to tailor your message depending on whether you’re talking to a doctor, nurse, administrator, or procurement officer
  • Real examples from the field, from selling birth control to robotics, that show exactly how to connect your product’s value to patient outcomes and hospital ROI
    • Joe also answers live questions from LinkedIn and YouTube listeners on:
    • How to convert a feature pitch into an outcome-driven story
    • How to prove ROI when it’s not immediately obvious
    • Why most reps struggle to sell on value and how to fix it fast
      • Whether you’re an aspiring rep or already in the field, this episode will challenge how you think about sales, storytelling, and what truly drives decision-making in healthcare.

       📅 New episodes: Every Monday and Wednesday at 3 PM EST

      💬 Visit https://reppath.com/pages/program to learn more about the RepPath Academy and how you can start your journey into medical sales today.

      #MedicalSales #RepPathPodcast #SalesTraining #HealthcareSales #ValueBasedSelling #MedicalDeviceSales #PharmaSales #SalesCoaching #RepPathAcademy
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      Rep Path PodcastBy Joe Licata