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West Palm Beach, FL, United States, 2010/04/01 - In Mastering Medical Sales, author Mace Horoff discusses how medical sales is different from other sales environments and devotes 20 chapters to guide the reader through the skills and knowledge necessary to succeed in medical sales.
Search for books on selling and you will find hundreds. Search for books on selling to doctors, dentists, and healthcare institutions and you will find very few. But why would you need a specialized book on medical sales in the first place? Is medical sales all that different from any other types of sales?
Author Mace Horoff answers that question and more in Mastering Medical Sales – The Essential Attitudes, Habits & Skills of High-earning Medical Sales Professionals (288 pp., hardcover, $32.95). People who enter the world of medical sales thinking that sales is sales, quickly learn that selling in healthcare is different. According to Horoff, “Doctors and other healthcare professionals think differently and they buy differently. Medical sales representatives who don’t understand those differences or have the knowledge and skills to address them will struggle in their medical sales careers.”
The book is designed as a detailed guide to selling in the medical world. Comprised of twenty chapters, it begins with an overview of medical sales and discusses the challenges of selling to professionals who make life and death decisions. All of the specifics are covered, including ethics and personal integrity, how to create and have an effective “sales conversation” while maintaining control (a real challenge when selling to professionals with strong egos), getting into hospital accounts and doctors’ offices, effective ways of dealing with the competition, and healthcare sales during an economic downturn. There is even a chapter on Medical Sales 2.0 – how to use Internet social media effectively in medical sales. Horoff offers numerous examples and anecdotes throughout the book to drive home the information in a realistic and entertaining way.
In the ever-changing healthcare industry, effective sales skills are a critical asset for every medical sales professional. Also, as more and more people look to medical sales for a recession-resistant career, information is needed for candidates to assess whether or not they either have the right skills to succeed or are willing to learn them. Mastering Medical Sales (MasteringMedicalSales.com) provides detailed knowledge of what is expected and needed to work in the competitive medical sales environment.
Mace Horoff is a speaker, trainer and author whose company, Sales Pilot Medical Sales Training provides specialized sales training for companies that sell to healthcare. He has written numerous articles about medical sales and produces the free Medical Sales Guru Podcast.
For more information about Mastering Medical Sales, please visit the website or contact the author.