Level Up Medical Sales

Q4 squeeze! Roughly 40% of sales happen in the next 3 months. ?? 3 suggestions that helped me crush Q4. 1 - Never let up prospecting. Stay in new surgeons minds. 2 - Maximize every case. This takes intentional planning. Review cases 2 weeks out. What can they use that will maximize each case. I added an additional $85k in Q4 with biologics. 3 - VAC meetings still take place in Q4. Most reps are too “busy” to worry about it. Meaning the agenda for new products is shortened. For expert advice and coaching reach out to the VAC whisperer, VAC Attack Mark Copeland! Q4 makes the difference between hit quota and setting records for awards, trips and a Rolex. Your preparation for the first 9 months shows up in multiples in Q4. #devicenation #vac #levelupmedsales #orthosales #medsales

? Coaching question of the week. “How can I get the attention of a busy surgeon?” This is easily top 5 question we help with. First thing we ask is why? Is it because they are busy and you want a little taste of the glory? Before you spend time on something you need to determine the following. 1. What is the cost of spending time on that? ie. Time, resources, risk vs reward, loyalty, etc 2. When is their block time? Do they take call? If you get a shot can you give it your all? You get one shot. Are your products approved where they cut? 3. Can you add value to their cases or just a vertical me too change? 4. Are they a consultant for the competition 5. Is your time better spent going deeper into an account or with current surgeons? Those shiny exciting prospects can sometimes burn more than build. Be strategic. Chasing isn’t a strategy. #levelupmedsales #devicenation #devicestrategy

“I have a surgeon who uses me maybe once a month or every other. I just wait for a case.” ?? Don’t do this! Ever! Pull out your phone and make that surgeon a video thank you. Show gratitude and interest on their practice and them. Be unforgettable. We have had a lot of success being someone’s back up. Find a way to become their go to. Give them a reason. #levelupmedsales #devicesales #devicenation #medicalsales

Monday, another opportunity to improve. You can’t do everything at once. Just do one thing at a time and do it well. These micro actions add up to conversions and awards. And money. Someone is going to get it. Might as well be you. #levelupmedsales #devicenation #devicesales #medicalsales

? How to easily get ahead of 75% of the competition ~> Friday follow through. ?? Majority of reps fail at follow through. If you create a habit of following through on every commitment it can change your success trajectory. You might think, “well so and so has the relationship. Waste of my time.” You don’t have to beat their door down and try to get between them and their surgeon. It’s actually quite simple. Look for micro value offers to surgeons and customers. Create a micro value to offer. Reach out and make the offer. Then follow through. Create a micro value follow through cadence. ?? Every 2 weeks send a 15-20 second video to the surgeon or front desk at their office. (Requires their email addresses if you don’t have their cell phone.) Surgeon video can be a short walk through of an instrument and how it has helped surgeons you know or share why it was created. Surgeon video could be an invite to a meded course or a new product launch inviting them to be the first to use it in town. Front desk videos are the most effective at getting friendly greetings when you visit. Make a 20-30 second video role playing with yourself how cold calling offices looks like. Make it funny. Make a 20-30 second video on handling difficult patients. Be creative. Send one every two weeks at the same time and same day. They will look forward to them. Getting access to the surgeon and schedule is critical. #medsales #videoworks #levelupmedsales #surgeon #coldcalling #devicesales

Waking up to a slow day? No cases scheduled? Now what? That can actually work in your favor if you play it right. No case days are days to grow your future business. Chew the glass, embrace the uncomfortable. Follow up with docs you haven’t done a case with in the last month to 6 months. If you are looking for ways to fill your time so you “feel” or “look” busy you are doing the wrong things. Guaranteed. It’s the uncomfortable things on these days that help your momentum. Consistency creates clarity. Opportunities present themselves when you consistently do the difficult things. #levelupmedsales #medsales #devicenation #devicesales

25 years in sales and 5 lessons I’ve learned. Trust and influence will also be strengthened as you do these 5 things. 1. Consistency provides clarity. ?? You improve by consistency and success is revealed. Until put in the effort and time you won’t learn what works and what doesn’t. You’ll chase fleeting success. 2. Curiosity strengthens relationships. ?? Especially when you feel patience is running out and frustration is taking hold. Be curious and assume good intentions. Ask sincere questions. First understand to be understood. It could just be you and the other person don’t understand each other yet. 3. Detach from the outcome you want. ?? It’s about them, not you. People buy the way they want and when they want. Control creates resentment and avoidance. The sale becomes the forever maybe. If you base your happiness on achieving your outcome and agenda, you will constantly be let down and feel like a failure. Have a plentiful mindset. A no is a no now. If you respect their ability to choose, when they need what your have they will call you first. 4. Keeping commitments is an investment in trust. ?? The quickest way to earn someone’s respect and time is to keep commitments. You will open doors that were once closed. Keeping commitments is the key to open them. Trust selling beats out relationship selling. 5. Momentum can work for you or against you. It’s your decision. ?? Life is like riding a bike. If you slow down you’ll fall off. Do the right things when no one is around. Do the hard things until they become easier and your capacity increases. Outwork your self doubt and in time momentum will catch up to create proof that what you are doing is working. Selling in the medical space can create life changing income and experiences. How committed are you? We can help. #momentum #devicesales #medicalsales #levelupmedsales

Great breakdown of largest medtech companies in the world. Sometimes bigger isn’t always better. Also look at their Wall Street history. Getting into med sales is hard. It’s even harder when the company is struggling and lays people off. Set yourself up for success. Credit Reza Zahiri #levelupmedsales #growth #companymatters #topmedtech

1?? Number one skill to master as a medical rep. ? Follow through on all commitments. Few follow through and surgeons expect you to drop the ball. Momentum from this led to world trips, huge commission checks, Rolex, rep of the year, and life changing income. Followin through will literally change your life. #levelupmedsales #devicenation #reptricks #devicesales #medicalsales

?? Gotcha moment in medical sales. Covering a case in an account. Circulating nurse from another case comes in and asks for you to step out in the hall. They say Dr Foot needs a bone graft. You have been calling on Dr Foot for 6 months. Hasn’t given you a chance until now. What do you do in that moment? Comment on your approach or ideas. #devicenation #levelupmedsales #orthosales #medicalsales