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The 7 Things That Medical Sales Reps Do to Kill Sales and How to Avoid Them

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Keynote Presentations for Sales Survival in a Changing Sales Environment

Killing Complacency: A Funny and Not-so-funny Look at Avoiding the Quiet Curse That Kills Business, Relationships, and People

If you think you don't need to hear this presentation, you're probably suffering from complacency!

Business professionals, sales people, and almost everyone suffers from complacency, at some level, someplace in their lives. An unfortunate facet of human nature, satisfaction in achievement leads us to "coast." Believing that all is well (or worse, feeling bulletproof), things in our lives can change so insidiously that by the time we realize it, damage has been done.

This 45 minute presentation explores complacency at different levels where the manifestations run from comedic embarrassment, to a loss of business, crushed relationships, and loss of life. Mace emphasizes that we are all vulnerable in so many critical areas and how to recognize those feelings of satisfaction that are really warning signs. The presentation is at times humorous, and at times dead serious as it emphasizes the need for complacency awareness to protect your business, your life and anything that you value.

The presentation can be customized to any specific issues you wish to address in your meeting or to coincide with a specific meeting theme.


Trashing Conventional Wisdom: Why Selling How Everyone Else Sells is No Longer Effective

Some of the conventional wisdom that salespeople share with each other is so outdated as to be funny, that is, if they don't work for your company! The world is changing, and the tactics and behaviors that sales reps use to influence buying decisions need to change as well. It's time to get real!

This 45-60 minute presentation will get your salespeople to consider their sales approach from the buyer's perspective, as well as from a practical standpoint. They will experience some typical, real-world selling examples that reveal the failing wisdom of some of the old, clichѐd sales aphorisms that many still follow. The presentation includes suggestions on how to update their sales approach to coincide with the needs of their customers today
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The most important thing for sales professionals is to be able to distinguish themselves and their products from the competition. That won't happen if everyone is doing and saying the same old things! This memorable and entertaining presentation will change the way your salespeople think about selling to intelligent buyers by offering instantly actionable ideas that they can use in their territories tomorrow.

Indignant Doctors and Nasty Nurses: Selling to the Difficult Health Care Buyer

Have you ever had to deal with customers who treated you in less than a polite and cordial manner?  Perhaps you occasionally call on health care professionals whose ego gets in the way of rational behavior?

Selling in healthcare puts the medical sales professional in front of customers who make life and death decisions, who sometimes behave in ways that can alienate and anger even the most composed salesperson.  When one of your health care customers yells at you in anger, or says things that question your mother's morality, what do you do?  You can get angry, you can storm out, or you can sell him something!

This is a 45-60 minute presentation that is derived from dealing with some very difficult doctors and nurses who range from the unreasonable to the completely irrational and mean!  It creates an understanding of why this hostility often erupts, and how to deal with it to continue to move forward with these customers in a productive way.

Sooner or later, everyone who sells will encounter someone who can bring out thoughts of anger and retaliation that you didn't even know you had.  But, those emotions are counterproductive to the only reason you engage these less-than-nice people and that is to get them to buy.  Give your sales team the tools to sell to indignant doctors and nasty nurses and they will respond with confidence the next time they are under attack.

Personal Minimums

It's SOP (standard operating procedure) for sales professionals in all industries to set goals to garner new business and hit quota. The need for well-defined and attainable sales targets is undeniable, yet in the world of the busy medical sales representative, the habits and behaviors that generate consistent sales can be overwhelmed by other demands and distractions.

"Personal minimums" are operational rules that enable pilots to fly predictably without exceeding their capabilities and endangering the outcome of the mission. It also works extremely well for medical sales professionals.

In this 45 minute presentation, attendees learn the concept of Personal Minimums, and how to implement it into mission-critical medical sales. They will understand how allowing even a momentary departure from acceptable minimal behaviors and standards can wreak disastrous consequences, while adherence provides a high-level of safety and predictability. It will also make it easier for management to define sales expectations with the sales team.

Pilots don't reach every destination as planned, but almost without fail, they get there eventually by observing performance minimums that keep them safe. Following this presentation, sales representatives will consider each sale as a mission and the need to observe minimum performance standards to complete the mission and to be ready for the next.

The Pressure-Proof Professional

Every sales representative wants to earn the big commissions and land the big 
accounts.  Mace's formula for success for medical sales professionals is:

Proficiency Plus Professionalism Provide The Payoff

But many medical sales representatives don't truly understand what it means to be a professional in this industry. How does one cope with the pressure and stressful 
moments and still maintain professionalism?

Mace clears the fog with a presentation that combines useful content, humor, and  
true stories that  eliminate any misunderstandings about what it means to be a 
"Pressure-Proof Medical Sales Professional."

All keynote speeches are customized to the company's product and customer, and to convey the the theme of the meeting.  .

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