Category: Books

The Little Red Book of Selling: Jeffrey Gitomer

The Little Red Book of Selling: Jeffrey Gitomer Written by Jeffrey Gitomer, author of the Sales Bible, this book focuses on the primary aspect of…

The OR Lounge Team 06/11/2015

MSDR: Medical Sales Desk Reference: Increase Your Sales and Commissions then Fast Track your Career as a Modern Medical or Pharmaceutical Sales Executive

I wish I could have written a better review, but Christine says it all. She rated it 5 of 5 stars, and I agree with…

The OR Lounge Team 09/11/2014

Mastering Medical Sales – The Essential Attitudes, Habits & Skills of High-earning Medical Sales Professionals

I was fortunate to speak with Mace many years ago when I started using Linkedin. We had similar backgrounds and experiences to build a relationship on.…

The OR Lounge Team 04/11/2014

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By Mace Horoff[/caption] I was fortunate to speak with Mace many years ago when I started using Linkedin. We had similar backgrounds and experiences to build a relationship on. He was gracious enough to share a few minutes with me on the phone and share his philosophy on being successful in Medical Device Sales. His book expands on those tips and strategies to encompass key behaviors and preparations needed to overcome everyday challenges in the field. I have read and recommended his book to many colleagues and clients alike. Here is the Amazon description;

Mastering Medical Sales: The Essential Attitudes, Habits and Skills of High-earning Medical Sales Professionals is the no-holds-barred, real-world guide to succeeding in the competitive and lucrative world of professional medical sales. Selling in today's medical environment presents many challenges-a complex sales atmosphere, customers with little time or desire to meet with sales people, constant cost issues, and intense competition. How can the medical sales professional capture new business, while growing and maintaining the existing business? Mastering Medical Sales is about what the medical sales professional must know and do in order to succeed in this rewarding career. The information presented is not a rehash of sales techniques from other books, but a comprehensive approach on selling to those who make product decisions in healthcare. Every sales call must consider the patient, the customer's ego, institutional politics, and other factors that influence the buying decision. The secret to success in medical sales is not just one behavior or idea, but a collection of attitudes, habits, and skills that have been internalized by almost every high-earning medical sales professional. If you're a seasoned medical sales representative, you'll find fresh ideas and tactics that you'll need to keep new business coming year after year. You will also learn ways to refine what you are already doing to achieve more predictable results. If you're just starting your career in medical sales, you will have the keys to developing a secure income for yourself and your family. This information will save you from years of frustration that drive many medical sales representatives out of the business. Mastering Medical Sales is a must-have guide for your medical sales career. These proven approaches are the same ones that thousands of medical sales professionals have used to build lucrative, long-lasting careers, and they will do the same for you.

If you're looking for a tried and proven foundation for sales success, this is one book that would certainly be on my book shelf! To discuss this book in The OR Lounge member forum, https://theorlounge.com/forum/book-reviews