Surgical Device Sales Mastery

This book provides some useful advice to get you started in your Surgical Device Sales career, including some advice on how to make your sales messages more clinically relevant to your physicians, gain access to closed hospitals and physicians’ offices, set up hospital displays and public presentations, get your products on formularies, and more effectively communicate with a broad range of healthcare providers. 

• What is "Detailing"?

• Dispelling Medical Sales Myths

• Planning and Execution

• Maintaining a Professional Image

• Managing Adversity

• That Extra Mile

• Just One More

• What Reps Can Learn from CME Professionals

• What is Meaningful for Doctors

• An Example Scenario

• Six Tips

Selling to Healthcare Centers and Hospitals

• Selling to Community Health Centers

• Integrated Systems

• Selling to Hospitals

• The Anatomy of a Hospital

• Hospital Formularies

• General Hospital Selling Tips

• FAQ on Hospital Displays

• Gaining Access to Closed Hospitals

• Hospitalists

Questions Based Selling

• Get Information Before You Give It

• Prospect Qualification Exercise

• You Have a Right to Ask Questions

• Tailoring Your Sales Messages

• The Four Buying Personalities

• The Truth Line

• Some Sales Question Types

• Other Rules

• Respecting Other People

• Everyone Matters

• Networking and Referrals

• After Sales Service

• Valuing Human Contact

• Delivering Public Presentations

• Attending Company Events

• Cultivating Leadership Skills

• Managing Leadership "Noise"

• Your Future In Medical Sales