How to Win the Sales Game in Healthcare

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Albert Ho, the founder of Healthcare Heroes, comes with 18 years of experience in healthcare consulting. Albert’s first startup was CPAP Living, a medical device startup that uses CPAP machines for the treatment of sleep apnea. He achieved $1,000,000 dollars in sales and acquired over 500 patients within 2 years. Leveraging his profound experience and knowledge, Albert helps healthcare businesses increase their sales and profitability.

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Time-Stamped Show Notes:

[03:48] How sales work in the pharma industry? 

[05:25] If you are selling to Doctors, how do you equip yourself with all the medical terminologies? How do you speak their language? 

[08:56] When it comes to outreach and prospecting, what challenges do you see a sales rep meets?

[11:20] How do videos fit into the toolkit of healthcare sales reps?

In-Short:

Question: How sales work in the pharma industry? 

Albert: You have to do a bit of planning, outreach, phone calls, outbound phone calls, and emails. But then the other time is literally going door to door and making those appointments with those physicians and explaining what your product or service is.

Question: If you are selling to Doctors, how do you equip yourself with all the medical terminologies? How do you speak their language? 

Albert: Well, it is difficult to speak their language because I would say that healthcare is a very confusing industry with different acronyms, like the same acronym, which can actually mean two different things sometimes. And that has actually led to a lot of medical errors in the past. So now whenever you’re writing things, you try and avoid writing in acronyms. But it’s also, you want to make it in a way that makes sense to them and ultimately their patients. 

Question: When it comes to outreach and prospecting, what challenges do you see a sales rep meets?

Albert: I would say that the biggest challenge that they face is in terms of physicians remembering you because there are so many medications out there. There are so many companies out there. They’re going to have a hard time remembering who you are and which product you’re currently representing.

Question: How do videos fit into the toolkit of healthcare sales reps?

Albert: The use of video has actually increased quite significantly. So several ways that this is occurring is because a lot of the physician offices were actually closing the doors based on some recent surveys. And I read about 50 percent of physicians were actually closing their doors or reducing the number of visits. So, this could be harder for that rep to make that face to face visit.

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.