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Smart Medical Sales

The Smart Medical Sales podcast is designed to provide listeners with the methods, hacks and tweaks to breaking into medical device sales. The medical device sales industry is a small niche of sales where you can make a very handsome living. By tuning into the show, you will be able to listen to helpful advice from Saul Marquez, a medical device sales professional who broke into medical device sales from the outside. The show will have theme based episodes as well as interviews so you can get on the fast track into medical device sales! Tune in to take your career and life to the next level!
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Jun 17, 2017

 

In this interview with Claudia Friedman, we dive into what specific things she did to break into medical device sales from pharmaceutical sales.  She shares some majorly helpful advice as well as ways to overcoming the typical objections for the transition from pharma to device.  Enjoy!
 
Claudia's primary motivators for making the move - What are yours?  Whatever they are, make them STRONG so the Pull you toward it.
  • More challenge, deeper and more significant work
  • Conversations more about managed care vs. additional clinical value
  • Be a better resource
  • Challenge and growth
Biggest obstacles in the search process - How to Overcome Them
  • “Pharma reps can’t be med device reps” - Overcoming a stereotype of a bad work ethic
  • "Pharma sales is not real sales”
  • You have to differentiate yourself: passion and willingness to grow every step of the way
  • The killer is showing any sort of complacency
  • Adventurous spirit and be able to know WHY you want the transition
  • What Claudia Did - Have things in place to respond to the various stereotypes
    • Overcome objections and supplement with real info
    • Peel back the onion of assumption with creating a new perception by telling the story
    • Draw from your experience to overcome selling - maybe it is related to your children or any other area of your life
    • Ensure that you are confident in your response and demonstrate the counteractive skill
    • Have tangible examples and stories
What are some ways you were able to translate your experience
  • If you BELIEVE IT, you can have it
  • Selling gum to selling device - time, money, cost, value
Creating connections - share one tip you used to create connections
  • Reach out on Linkedin - request to connect with a brief 2-3 liner in connection request
  • Follow up conversations were key and they like to share
  • Then start connecting with hiring managers - do some guest work around the hiring managers email
Aha moment in the process
  • Something worth having takes work
  • Persist util you succeed

 

Resources

Free Med Sales Course - Free 7-day course into your six figure med device career

Check out the #1 Job Board in Med Device, our sponsor Med Reps

SMS Mastermind FB Group - Join the conversation that will help you break into the business!

Jun 11, 2017
It is the daily efforts you make that go unnoticed which will help you break into the business.  When you finally break into the business, people will see your results, not the work it took to actually get in.  These behind the scenes efforts are what count.  In today's episode, we'll go over several different playbooks from four sports coaches I admire so you can apply them to your six figure career search.  
 
Coach Bear Bryant -Be proud of what you do each day and ensure that it is aligned with your purpose.
 
"This is the beginning of a new day. God has given me this day to use as I will. I can waste it or use it for good. What I do today is very important because I am exchanging a day of my life for it. When tomorrow comes, this day will be gone forever, leaving something in its place I have traded for it. I want it to be gain, not loss — good, not evil. Success, not failure in order that I shall not forget the price I paid for it."
 
He led the Crimson Tide to six national championships, 24 bowl games, 14 conference titles and three undefeated seasons. He finished his career with 323 victories.
While at Alabama, Bryant coached Joe Namath, Ken Stabler and Lee Roy Jordan, all NFL greats.
 
 
Coach John Wooden
"It's the little details that are vital. Little things make big things happen." It is what you do each day that matters.
 
The dean of college basketball. The way he coached, the way he taught the likes of Lew Alcindor (Kareem Abdul-Jabbar) and a free spirit named Bill Walton to play the game proved his greatness. Two centers from different styles that someone with an even-temper like Wooden could meld into a superstar.
His run at UCLA with 10 National Titles will never be duplicated again.
 
 
Coach Vince Lombardi
"The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” Determination and persistence will differentiate you from other candidates.
 
Lombardi moved mountains in the NFL, and in an era before the NFL was established.
He claimed the first two Super Bowl titles for the Green Bay Packers, and showed why the NFL was the truly dominant league of its time.  His play calling and coaching maybe Bart Starr a hero, a superstar and a Hall of Fame quarterback.
 
 
Coach Phil Jackson
"Your problems never cease. They just change.”  You must be bigger than your problems
 
Eleven NBA titles with the Chicago Bulls and the Los Angeles Lakers in an era where the NBA evolved into the worldwide culture.
 
Resources
 
Free Medical Sales Audio Book
 
Check out our sponsor, the #1 search board in Med Device!  Med Reps
 
Join the conversation in our Facebook Group!
Jun 4, 2017
One of the most distinguishing factors in a candidate that gets a career in med device sales vs. one that quits and fails is follow-up.  Many people don't follow-up and those that do, only follow up 2-3 times. In this episode, we'll explore the reasons why people don't follow up and what you can do to differentiate yourself and get into your six figure career.
 
Here are some interesting statistics to help you ramp up your follow-up game.  
 
80% of sales require at least 5 follow-up calls to convert.
44% of sales people give up after just one call.
 
So why do people not follow-up?  I think there are four key reasons for this.  
 
  1. Fear of failure
  • Ask the opposite question and get the opposite result
  • Fear vs. Faith
  1. Don’t know the importance of follow-up to conversion
  1. Disorganized 
  • Develop a system to make it easy
  • Automate the process
  1. Wrong frame around follow up - “pest” “pushy” 
  • Put a positive frame around it
  • Change the meaning
 
Resources:
Download a Free E-Book - Be The Best Candidate In Medical Device by Saul Marquez
 
Check out the #1 Med Device Sales Search Option: Med Reps 
 
Join the free FB Mastermind Group Conversation and speed up your career search process
May 28, 2017
Approaching your med device career search in an organized way is essential.  In this episode, we'll be taking a dive into how to optimize your career search strategy so you can break into the business.  As I always remind you, it is not what you listen to but what you do that will move you closer into the business.  So... listen to the episode, set some goals and take action.
 
Persist until you succeed!
 
I.  Choose a specialty
   - become the expert
   - expand within network
   - focused activities = success
 
II.  80/20 rule
    - spend 80% on your focus
    - spend 20% on general searches
 
III.  Make a people hot list
    - spend time researching the players, leaders in the industry
    - record your findings
    - create a follow-up column
    - follow up until you get a response
 
Resources
 
Free Med Sales Course
 
Start your career search the right way with the #1 med device recruiter: Med Reps
 
To submit your questions click here and I'll answer them on the show
May 21, 2017

In this episode, we take some time to answer some guest questions around being an athlete and getting into medical device.  In short, there is a strong desire for med device candidates to have a competitive nature and strength in sales.  While many sports and the military train you to be competitive, it is not the only background that med device companies hire from.  So keep your spirits high if that's not you.  If you do have the background in sports, use your competitive edge as a way to sell yourself in the interviews!  

Check out our Medical Sales Mastermind Facebook Group:  smartmedicalsales.com/facebook

 

Visit Med Reps for the best careers in the business!

medreps.com/smartmedical

 

Call Saul and Submit your questions!  

smartmedicalsales.com/call

 

 

May 14, 2017

In this episode, our guest David JP Fisher will discuss 3 ways to shine on LinkedIn to help you make relationships to break into medical device sales.  He also offers his free 19 ways to immediately supercharge your network below!  Get ready, because in this show we'll be able to tap into his experience as a sales expert focused on helping sales people for over 15 years.  Get ready to learn some awesome strategy tweaks and tactics!

3 ways to shine on LinkedIn

1. Know your goals and stay focused

2. Understand your Audience

3. Master your message

4. Professional photo, simple headline (e.g. I help____ with ____)

5. Reach out before you need help and build social capital

As we have discussed in previous episodes, David also highlights the importance of knowing and owning your personal brand.  

 

When reaching out to people you don't know, he offers some expert tips:

1. Don't use a hammer

2. Lead with a soft approach

3. Always leave them an out

 

Show Notes / Resources:

May 7, 2017
In this episode, we dive into the best ways to address gaps in your resume, irrelevant experience, and job hopping.  Understanding what the purpose of your resume truly is will help you craft an irresistible med device sales resume.
 
What a resume is - a tool used to obtain an interview
What a resume is not - a copy paste document, storyline, dissertation
 
Top 4 takeaway framework for addressing:
- be honest
- reframe confidently
- provide support 
- be positive 
 
What can I do if I have gaps in my employment?
Gaps:  medical leave, laid off unemployed for a while, or other reasons
- be honest
- reframe
    - other activities - volunteering, memberships at a club
    - how have you stayed relevant - courses, certifications, internships
- support with evidence
- be confident, do not apologize for your time off - own it!
 
Non-Relevant Experience
You must ask yourself, does every line in my resume support my 
- eliminate it
- reframe it
- support
 
Job-hopping 
- don’t list all of your jobs - not a requirement as long as you are consistent
    - omit short term positions that don’t meet your goal - what is a resume for?
- combine 2 or more similar positions into one and give it a general title
    - sales rep for x company from 2012-2013 sales rep for company y from 2013-        
        2014, can be better stated as sales rep for x industry from 2012-2014
    - you can tell the story in the interview, the resume’s job is to get you the 
        interview
 
Conclusion, use the framework of four below and you'll find that you'll be able to address gaps and job hopping without a hitch.  The other thing you must know is that it takes work.  When you put in the necessary work, you'll realize that every single line in your resume will be doing its work for you, rather than just taking up space.  Persist, because if you do, you'll succeed!
 
- be honest
- reframe confidently
- provide support 
- be positive 
 
For the step by step program to get you into the business go to:
http://www.getintomedicaldevicesales.com
 
Big THANKS to MEDREPS.COM for their sponsorship of this show.
 
 
Apr 30, 2017
I went out to dinner with a friend who is a recruiter at Stryker over the weekend and he inspired the topic for this show.  I want to send a big shoutout to Adam for his thinking and idea which I’ll expand on in this show further.  Many times we tend to focus on the specific people that can help us achieve a goal.  In the medical device sales search process, you work so hard to get in touch with and form relationships with recruiters and hiring managers.  Today’s show is about spending time with the people outside of the box to help you break into the business.  
 
Healthcare Providers
End user:  Radiologists, Surgeons, Physicians, Nurses etc
a. Decision making power, influencers
    i.  physician preference products - implantable devices
 
b. Knowledgeable about the competition
    i. vet out companies you are considering
    ii. give you insights into the industry
 
Healthcare Support Staff, Nurses, surgical techs, radiology techs, etc.
a. Connectors
    i. point of contact for many sales reps
    ii. point of contact across the hospital to other clinicians
 
Thank our sponsor!
 
b. Influencers
    i. feedback to decision makers about who to use, what to use
    ii. feedback to managers and sales reps about considering you
 
Purchasing / Admin 
a. Decision making power
    i. major call point for all companies
    ii. often times the gate keeper, great relationships here are key
 
b. Great for introductions
    i. just like support staff, they are point of contact across hundreds of companies and clinicians hospital wide
    ii. befriend them and do some powerhouse networking, be focused for best results
 
Expand your search and relationship development strategy!  You’ll be able to work your way into opportunities, however, the rest is up to you.  It is imperative that you do what it takes to be on your A game and that you have all your ducks in a row when you get those interviews.  These people can help open the door for you, but it is up to you to stay inside and close the door behind you to break in.  
 
Thank you, please reach out with any questions or comments.  I’m always interested in hearing what topics interest you and what questions you have.  The Smart Medical Sales podcast is built for you, so step up to the plate and reach out to me at saul.marquez@smartmedicalsales.com.  
Apr 23, 2017
 
You’re working your 9-5 while you are hustling to get into medical device sales.  
Things get busy!  I have seen many people give up in their search because they become overwhelmed by the day to day grind and demands on their time.  Time management is without a doubt, a skill you must master in order to get into and succeed in the medical device sales business.  Today, we’re going to cover three basic principles of time management that will help you break in if you master them.
 
Don’t major in minor things - Determine your result driving priorities and spend at least 80-90% of your time there.  
  • Don’t get caught up in the details, stick to the big picture 
  • Stick to what you are great at, outsource the rest
  • Is what I am doing going to lead to my intended results?  Y/N
    • If yes, keep it up!
    • If no, STOP and ask, What must I do to get my intended result?  
 
Own your Agenda, not someone else’s
  • Don’t let email run your life - OPA
    • it is an addiction, don’t let it ruin you
    • set up email checking time through the day
    • create filters if you MUST be on alert for a time sensitive message
  • Don’t answer the phone every time it rings
    • interruptions - INTER - RUPTION - to tear apart your inner plan
    • Don’t be OK with interruptions, you must keep yourself whole.  Integrity.  
    • Integrity is about keeping yourself whole by protecting what you stand for and living according to your standards.
  • Schedule your productive activities and honor the times you schedule
    • The key is PRODUCTIVE
    • To do lists KILL PEOPLE, not every item must get done
    • Make your list all about MOVING FORWARD, not just checking boxes
  • Schedule downtime and reward yourself with what you love
    • Take time to do nothing work related
 
Plan - as much as you need to be effective
  • Books - One Thing (The1thing.com)
  • Relationships
  • Honing branding and interview skills
  • Networking 
Apr 16, 2017

Get Sales experience 

  • Change your career and go head first into sales
  • There is a preference for sales experience
  • Doing this will benefit you so you don’t have to learn sales and medical devices at the same time
  • Get a part time contractor sales role as a 1099
    • Google search for 1099 sales jobs
    • Must be b2b
    • Selling to company needs vs. a person needs
    • Different budgets and budget cycle management
    • Higher dollar figures

 

Overcome the by drawing a parallel to what you currently do

  • How is what you do selling?
  • Get new people to meet with you
  • Listen and understand to their needs
  • Deliver a solution, follow up
  • Get buy in and get a PO or check $$

 

Consider Sales Associate and Clinical Roles

  • Sales associate roles are a common step into this business if you lack sales experience or even if you lack medical device sales experience
  • Average salary is about 75K - it paid university 
  • People go and pay 90K for their MBA… get paid to get trained and then break in.  
Apr 9, 2017

These are the Aristotelian Appeals you must use during your interviews to break into medical device sales.  This is just the tip of the iceberg on this subject.  If you are intrigued, be sure to set some learning goals to go beyond our 30 minutes together.  Remember, it is not knowledge that is power, it is knowledge in action that is what will help you break into this business.  You don't fail unless you quit so keep up the great work!

Ethos - Credibility, Establish your expertise.  How you bolster track record for the following:

  • Personality 
  • Character
  • Goodwill
  • Expertise 

 

Pathos - Emotions, Appeal to emotions through a story and painting a picture.  

  • Fear
  • Greed
  • Hope
  • Loved ones, pets, ideas
  • Patriotism
  • Others...

 

Logos - Logic, layout a logical sense of why you are the best candidate.  

  • 3rd party experts
  • Social proof
  • Conclusions and statistics
  • Analogies

 

GOAL SETTING!

Make 1 goal on how you'll improve your persuasive skills knowing what you know now.

Apr 2, 2017
 
If you want others to be happy, practice compassion.  If you want to be happy, practice compassion.  -Dali Lama
 
compassion - sympathetic concern for the sufferings or misfortunes of others.
compassio - fellow feeling
compati - suffer with
com - with 
pati - bear/suffer
 
The true meaning of compassion to your 6 figure sales career search is simple - connecting with others in the same boat so you can help each other because you are not alone.  In doing so, you’ll thrive and save time.
 
If you are able to find others going through the same search process, you’ll quickly find that you’re not alone.  In this realization, you’ll find strength.  That’s why I put together the podcast, the mastermind group on Facebook and now this episode.  
 
SEAN INTRO:
I have the privilege of introducing to you, one of the podcasts most active members.  Sean Furlong.  His story is a unique one. He’s currently a high school Biology teacher and football and wrestling coach who is also finishing is masters from Arizona State University in Biomedical Diagnostics. He also work with his father as a sales representative for the family construction business. The reason Sean decided to break into medical sales is because of a classmate from ASU by the name of Kyle.  Sean and Kyle were in a group project together which is where Sean really got an appreciation for the lifestyle he could live with a career in medical device sales.  He reached out because he was looking for ways to network within the industry better and since we connected, he has been opening up doors with leaps and bounds.
 
Without going any further, I want to give Sean the opportunity to greet you all as well as expand on anything I may have missed in his introduction.
 
Questions for Sean:
 
Tell us about a recent success you have experienced during your medical device sales search?
 
What are you most proud of in your search to date?
 
Can you share the most difficult thing you’ve had to deal with up to this point in your search?  What was your ONE take away lesson from this?
 
What is your WHY - your motivation for getting into this business? 
 
Tell me about a roadblock that you are experiencing now.  Let’s work through it together with a live coaching session so you and our smart medical sales community can benefit from our conversation.
 
What is a parting piece of guidance you’d like to share with our listeners and the best way to get ahold of you?
 
Smart medical sales listeners, you are the average of your 5 closest peers.  Practice medical sales compassion and start a mastermind of your own by reaching out to Sean Furlong.  It will only be a matter of time until you guys break into this business.  
 
I hope you all enjoyed today’s show with Sean.  Let me know what areas you’d like to learn more about by sending me an email at saul.marquez@smartmedicalsales.com
I read ALL of my emails always look for inspiration from our community of listeners to come up with relevant topics that will help you break into this business.  
 
Sean, thanks so much for jumping on the show today.  I’m excited to hear about your progress and you know you’ll have to let all of us know when you get in.  Keep up the great work.
 
Contact Sean Furlong at:  seanmfurlong1@gmail.com
 
 
Mar 26, 2017

 

There are many tools and resources you can use to break into medical device sales without industry experience.  However, one of the best comes to us from the ancient times.  In Og Mandino's book, The Greatest Salesman in the World, he tells the tale of the greatest salesman of his time and how he came to be the success that he was.  The answer:  10 ancient scrolls that reveal how to be the best salesman in the world.  

For us, Smart Medical Sales Listeners, it boils down the principles, beliefs, and behaviors that it takes to get into this business.  I always end my show with the phrase; "Persist until you succeed!" which comes from scroll number 3 and is one of the main habits you must cultivate to get into the business.  

Sit back, get a nice coffee or tea going, because today will be a fun one that will truly make a difference in your career search!  

Scroll I - I will form good habits and become their slave.

Scroll II - I will greet this day with love in my heart.

Scroll III - I will persist until I succeed.

Scroll IV - Failure will not overtake you if your determination to succeed is strong enough.

Scroll V - I am a unique creature, I am nature's greatest miracle.

Scroll VI - I will concentrate my energy on the challenge of the moment and my actions will help me forget all else.  I will separate marketplace problems from home, I will separate home problems from the marketplace.  

Scroll VII - I will live this day as if it is my last.

Scroll VIII - Today I will be master of my emotions. Weak is he who permits his thoughts to control his actions; strong is he who forces his actions to control his thoughts.

Scroll IX - I will laugh at the world; this too shall pass.

Scroll X - I will act now.

 

"Failure is a pathway to success."  

"Look up, get up, don't ever give up."

Mar 19, 2017
What is frustration?  It is an emotion that you feel when you believe there’s nothing you can do in the immediate moment to fix whatever the problem is.  It is a temporary helplessness.  What you feel at the moment of frustration is pain and discomfort because you feel, believe or know that things could be better.  Your ideal situation is not matching up with the present despite your efforts.  
 
How do you turn frustration into an asset?
What must you do to turn frustration into a gift?
Would it serve you to develop a habit that turns frustration into resourcefulness?
 
Re-Frame - Perspective is powerful.  You can’t control events but you can control your attitude and perspective.
 
But when you’re in the middle of it and it is just so unbearable, what do you do?  Many of us will act out of character in desperation to gain control.  Maybe yell at someone or your cat or dog that had nothing to do with the situation.  Maybe lash out at the person that you believe caused the frustration you’re feeling.  (probably not a smart move).  
 
In order to transform frustration into a tool to help you achieve your goals, we have to understand the nature of this feeling.  This feeling can catapult you into success or it can dump you into failure.  
 
What has to happen for you to feel frustrated?
Things don’t go my way
I try something new
Things still don’t go my way
I truly something new until it works
Accept that it is not going to work right now
Be grateful that your character is being tested
It is happening for you, not to you
Embrace it, it means you’re about to learn something
Reflect and go back to the drawing board
Identify the problem - get creative
“the definition of insanity is trying the same thing over and over again and expecting different results” not going to happen
Knowing the solution and not being able to deliver on the solution at this time (timing)
What else can I work on to progress while the time comes to deliver the solution?
 
 
See the light at the end of the tunnel - You have to define and envision your outcome, otherwise you won’t have an end to aim for.  
Envision what things will be like when you’re no longer frustrated
What will you have learned?  
Who will you have met in the process?
Who will you have become?
What results will you have gotten?
How will you feel when you overcome your obstacle?
 
Seek out help - research, mentors, 
Our thoughts and problems are not unique to us.  
The minute you come to grips that you’re not on an island with unique problems, you’ll feel a sense of relief.
You are not alone.
 
Find those who have been there done that.  
Find groups that you can vent and strategize with for solutions (Not commiserate and worsen!)
 
 
Summary
 
Frustration is a gift that is signaling an opportunity to learn.  It is your psychology’s way of telling you that you have what it takes to figure out your problem and you won’t settle until you figure it out.  Perhaps you accept the problem for now because the timing of your solution is just not right.  That’s ok, just keep it all in perspective and don’t lose sight of your vision.  Keep that light at the end of the tunnel visible.  Connect with others that have been there and done that or are going through it because you are not alone.  Compassion means suffering together.  Compassion is the flowerbed of solutions and results.  Stay in the game, use frustration to serve you and persist until you succeed!
Mar 12, 2017

Getting into medical device sales is tough.  It is the process you go through and the character you build that will translate into the skill and ability you need to succeed once you get in.  My guest, John Crowley, is on my show to speak with you about what to do to succeed in medical device sales once you get in.  

Many of the things you must do to successfully break into the business are also the things you must do to succeed once you get in.  In this episode, we'll cover:

 

  • How to be successful by being a value-centered sales rep
  • The importance of learning the Business of Healthcare vs. just selling products
  • Developing and practicing a Fighter Mentality - expect "no" as part of the game
  • Staying away from the "Garbage Disposal"

and so much more...

Resources:

Get in touch with John at  https://www.justjohncrowley.com/

 

Recommended books:

Perfect Close - James Muir

Never Split the Difference - Christopher Voss

Mar 5, 2017
I have shared many things on the podcast, blog and the private insiders newsletter that you can do to pave your way into your first six-figure medical devices sales career.  (By the way if you haven’t signed up for my private newsletter please take the time to go to my website at www.smartmedicalsales.com and sign up, get your free e-book and start getting the insider tips I don’t share on the blog or podcast).  It is equally important to share strategies and tactics that will help you achieve your goals as it is to share with you the winning beliefs and attitudes of champions, warriors, and gladiators.  The beliefs that will help you execute on the strategies and tactics shared on this show.  Let me ask you a question, 
 
Is it possible to have all the right tools, resources and strategies and still fail?  
You probably answered yes and you're right and people do it all the time!  Why is that?  
 
The reason people fail despite having all the right things in place to succeed is a lack of internal alignment.  What I mean by “internal alignment" is that people go gangbusters preparing for the tactical and strategic but fail to address the internal thermometer of their psychology.  Here’s an example for you, it is like buying the best shoes and treadmill to prepare for a stellar run toward the sunset only to find you fail time after time because you keep running east.  The sun sets in the west right!?  There may by some core beliefs holding you back that you don’t know about.  If you believe deep down inside that things are not going to work out and you create enough doubt to convince yourself failure is the inevitable case it doesn’t matter what tools you have, you’re going to fail.  The tricky part of this is that sometimes we don’t realize that we feel or believe these limiting beliefs about our goals.  What I’m about to share with you today is all about psychology and mindset.  If you own your own psychology in such a way that you embody these 3 beliefs that all successful people in the world share, there’s no way I or anyone on earth will be able to stop you from breaking into medical device sales or achieving anything you want in life for that matter.  I believe this could be a list of 10 core beliefs but I want to focus on 3 beliefs to get you going as we only have 30 minutes on the show.  Ready?
 
  1. They believe they will achieve their dreams no matter what the price and they don’t let the price shrink their dreams.  They habitually practice Faith vs. Fear. I had the pleasure of meeting a woman during a meeting that shared a very touching and incredible story.  She had recently overcome liver and stomach cancer.  The day before her surgery she had to get to get rid of the tumors, her friends and family prayed for her and gave her hope and confidence that things were going to work out.  She said to me, "I’m not saying that if you pray and hope all things are going to happen, but what I’m saying is that I surround myself with people who believed I could overcome this deadly disease and supported my vision for a bright future with my family." The amazing part of it all is that the tumors in her stomach went away on their own the day before surgery so that the only tumors she had to get removed were in her liver.  Her doctor told her that these types of things which he called “spontaneous remissions” are rare and that there was a 80% chance it would come back and she would die.  She looked at him and said, “There’s a 100% chance you’re fired as my doctor as our beliefs and end point don’t align.”   I met her several years after this story and to this day I’m amazed at the power of her vision and her faith.  There is a very small difference between fear and faith.  Do you know what it is?  Fear is the imagination UNDIRECTED.  Faith is the imagination DIRECTED.  If you allow your imagination to run off into the distant corners of what could go wrong without taking the time to think and direct it toward the direction of your goals, you’ll be full of fear.  If you do what it takes to direct and mold your imagination in the direction of your dreams, goals, and desires there’s no stopping you.  The #1 belief all successful medical device sales people have is their faith in their success.  They don’t get stuck on the HOW.  How am I going to do this or that?  They figure out WHAT they want, envision it and make it so real like it already exists and we go for it.  Direct your imagination and create the faith (rather than the fear) that will help you succeed.  (Think of Walt Disney’s Imagination Studios and Albert Einstein’s Imagination is more important than knowledge)
 
  1. They believe decisions take seconds not years to make.  They decide and commit consistently and shape their destiny in the process.   Commitment vs. Interest.  Think back on a time when you made a big decision.  Do you have that in mind?  Ok.  When you think about this experience have you ever thought to yourself, darn I wish it wouldn’t have taken me so long to decide that.  Maybe it was the choice to start investing for your future, maybe it was a decision to leave a bad relationship or toxic work environment.  Whatever it was.  I know I have definitely taken longer that I would have liked to get out of one of my previous relationships or a stock I thought was going to do well.  When I think back on it though, it didn’t take me 1 year to decide.  I decided in a moment.  One moment I tolerated all that came with the situation and the next moment I decided I no longer would tolerate it.  The thing about this habit smart medical sales listeners is that it is all about standards.  The most successful people in this world have high standards for their lives.  I like to think of standards like a pool of water that we’re all in.  In the swimming pool of life, where are you today?  Are you swimming in the deep end and enjoying life on your terms with an awesome lifestyle?  Are you working toward that end?  Are you in the middle where it’s comfortable and you can walk around without worrying about drowning or putting too much effort in to keep your head above water.  Or are you in the low end where you're happy to just soak your feet and anything beyond that is acceptable?  Wherever it is that you are, the minute your head goes below the water in your section of the pool you will swim up to the top again where you can enjoy it.  You will fight for this.  It won’t take you longer than a couple seconds to get back to the surface of the water where you can be comfortable and breathe again.  The same is true in life.  The minute you start measuring every crucial decision in life that you make based off of your standards in life your decisions will happen in every instant they matter most instead of having to wait years to make the decisions that matter most.  You become committed vs. just interested in breathing and you shape your entire life and the lives of those around you in the process.  By the way, standards go up and down too.  While their not as volatile as the stock market, you will find that standards are beliefs.  Beliefs can change.  So can your standards.  The question I have for you smart medical sales listeners is what are your standards?  I happen to believe that you have high standards and are working tirelessly to live life on your terms.  Otherwise, you wouldn’t be listening to this right now.  Are your decisions moving you toward the deeper end of the pool where you can comfortably hang with the big dogs in medical device sales?  You’ll always get what you tolerate - nothing more.  Nothing less.  Be sure you consciously decide on your standards and daily decisions you must make and enjoy to keep them.  
  2. They passionately believe in their mission and their purpose on earth which goes far beyond self-gain.  The people who get into medical device sales with no industry experience just as the people who have done amazing things in this world, whether it be your parents who raised you to be your awesome self, firefighters working to rescue people or medical device sales people helping patients and physicians solve healthcare problems, it is those who have a vision and mission in life to create greater good for people and others that are pulled to achieve it.  This is why they are successful.  Rather than pushing themselves every day to achieve their goals, successful people are pulled by their mission and because of this compelling nature of their mission, it becomes less about discipline and more about purpose when you’re working to make things better, faster, higher quality for the benefit of mankind or a group.  Finally, the last thing I would say that goes along with having a mission guided by helping others is being grateful and feeling abundant.  You can’t be wealthy by starting in a poor state of mind.  You must start wealthy to be wealthy.  Wealth starts with gratitude.  "Be grateful for whatever you have, even if it's very little. When you express your gratitude and you count your blessings, that opens the window to what I Deepak Chopra calls abundance consciousness. And then it opens up opportunities for you.  “Rather than think, rich think abundance.”
 
Smart medical sales listeners, that’s all I have for you today.  Please reach out and share your thoughts.  Subscribe to the podcast, subscribe to the Insiders List at www.smartmedicalsales.com and email me if you have any ideas for the podcast or just want to share what you have been struggling with and want to learn more about.  You can reach me at saul.marquez@smartmedicalsales.com.  I read all my emails that come in so if you take the time to write, I promise you I will read it and get back to you.  As I mention often on the podcast and on my blog; you are the average of your five closest friends.  Surround yourself with amazing people that share your standards and beliefs.  Have a mission, be grateful, have high standards and commit to them and have faith that you’ll live the life of your dreams.  You’ll find that in the process of getting into medical device sales you’ll get way more than you bargained for.  It is who you will become in the process of getting into this industry that will be worth way more than any money you’ll ever make.  You’ll make a lot of money in the process, don’t get me wrong.  It will be the person that you become that you’ll be most proud of.  Get your beliefs and internal self-aligned to your goals.  This will ensure that you can make the strategies and tactics to get into medical device sales yours for life.  Until next time, persist until you succeed.
Feb 26, 2017
Today’s episode was inspired by Ben Ramirez in Miami Florida.  Ben thanks for taking the time to write to me and discuss some of your questions.  Ben had a couple misconceptions he asked me to clarify and I thought that maybe it would be worth addressing his question in this podcast.  One thing I have learned about the people who listen to my show is that you guys and gals are not afraid to reach out to discuss your hurdles and roadblocks in the business and I love it!  IN the past few months, I have learned that the type of person that listens to this show is bold, takes action and is not afraid to put their ego to the side and ask for help.  You value results over preserving your ego and that’s why you’ll succeed.  While not every question will make it into a podcast, I’ll always address your questions if you reach out so please get onto the website and visit us at www.smartmedicalsales.com and subscribe to the Medical Device Insiders list where I share things I don’t share on the podcast or blog, join the growing community on our Private Facebook Group.  Today we’ll be discussing 5 Myths that are common in medical device sales.  Here we go. 
 
Myth #1 - You won’t get hired without industry experience 
  • Wrong.  This is the number one myth that triggered me to start this podcast.
  • Common weed-out used by recruiters and hiring managers
  • Ultimately you are a higher risk hire, but if the upside is good they’ll take it on you
 
Myth #2 - You need to have a specific kind of degree to get in
  • You do need a degree to get into most corporate roles but you don’t need a specific kind of degree
  • If you don’t have a degree go the distributor route - less red tape and thousands across the U.S.
  • What they do want to know is that you can sell professionally and exceed your goals
 
Myth #3 - You have to be ok with seeing blood otherwise you won’t cut it
  • Many careers are in the operating room but it’s only about 1/3 of all careers in medical device sales
  • Hospitals are huge and not every area of the hospital is surgical - Most hospitals have over 33 areas
    • Dr. Roger Henderson
 
Myth #4 - You are commission only - you eat what you kill
  • Many sales careers in medical device sales are 100% commission (about 50%)
  • 50% of other careers in medical device sales have a salary + commission + bonuses
  • Adjust and pivot if necessary - best way to learn is to do
    • Other career tracks that can expose you to different performance payment schedules 
 
Myth #5 - Easiest sales career as long as you can get in
  • Those that get in, don’t stay in unless they perform
  • If you want to succeed, this is a lifestyle not a job.  Customers become friends.
  • Highly competitive but also highly rewarding
 
Please send your questions to me at saul.marquez@smartmedicalsales.com and I’ll be happy to answer them.  Don’t let myths stand in the way of your success.  I know that you’ll do a lot more myth busting that we have done today so keep at it and persist until you succeed! 
 
 
Show Notes:
AtoZ
Feb 19, 2017
We have made it Smart Medical Sales Listeners!  The 5th and final step of the process to get into medical device sales is all about positioning yourself to obtain this career and always be closing for an opportunity.  The final step is where all the things we have discussed thus far come into play and where persistence matters most.  As usual, I have broken it down in bit sized step by step format for you to be able to take action!  Ready for it!?  Here we go!
 
I. Set clear and irresistible goals
 
    a.  SMART - Specific, Measurable, Agreed upon, Realistic, Time-bound
            "Respiratory sales, in the midwest region, $150K at plan, within 6 months”
            “Pacemaker sales, in Santa Monica, 170K at plan within the next 12 months"
 
    b.  Revisit your WHY - imagine what it would mean to you, your family, your friends if you achieved your goal.  Try the rocking chair test.  Imagine if 20 years from now, you didn’t achieve your goal.  How would that make you feel?  What would you have to say to yourself to totally screw it up?  
 
    c.  Anticipate roadblocks, prepare to destroy them and deliver!  Write down the top 5-10 things that could happen that would stop you from achieving your goal?
 
II. Communicate your goals to others clearly
   
My Michael Jordan Jersey Story... Moral of the Story:  Be clear about what you want and communicate it to others and you’ll be surprised at the help that comes your way out of the woodworks.  
 
 
III. Sales 101: ABC
 
    a.  Proper targeting and follow-up plan
 
    b.  Trial closing 
 
    c.  Overcome objections (ECIR)
    
Feb 12, 2017
Establishing relationships with recruiters and hiring managers is essential.  They influence the hiring process, they give you access to career options and provide a rich networking opportunity. In this episode, we'll dive into what you must do to connect with these people and make an explosive impact on your life as you break into your first 6 figure medical sales career!
  1. They influence the hiring process and know what works - establishing relationships with recruiters and hiring managers will give you the proximity necessary to figure out what you must do and who you must be to get hired. 
  2. Access to career options - these people are in the business of hiring people.  A sales career is a product for recruiters and hiring managers to sell to the right candidate.  Their challenge is that they must sell it to the right person.  The supply of great people is much smaller than the supply of outstanding careers and this is why you have the opportunity to break into the medical sales business without industry experience.  If you can show that you have transferable skills and a track record, you’re in.  If you have the skills but lack the track record, you can still get in with some objection handling as well as gaining experience while you look for the right sales role.  The bottom line, you must get cozy with the recruiters and hiring managers because they have the supply of careers you want to break into.  Some roles won’t even post on the website but the recruiters will know about them before hand.  If they have identified you as an outstanding candidate, you will be the first to hear about opportunities.
  3. Rich networking opportunity - if you get to know the recruiters and hiring managers you will be developing relationship capital that will help you land your first 6 figure sales career and the benefits of that relationships will go beyond your initial career search.    
 
 
Feb 5, 2017
It is not what you know… it is who you know that counts.  
 
  1. Find the PEOPLE behind the career data.
  2. Stay current on available opportunities - auto updates and people
  3. Use what you know in your own outreach process by creating an action plan
 
Creativity, Consistency, and repetition are the key to success.  Don’t ever feel like you are reaching out to someone too much unless they actually tell you so.  Rule of thumb is if you have found someone that you know is a key decision maker and you want to connect with them, you should be following up every 2-4 weeks until you get a response.  You have to frame things in a way that put their needs and problems at the center of your outreach so it is less about you and more about them.  You also have to be creative and unique in your outreach.  Don’t just use email or phone, use social media or find out the best way to run into them at a conference or a grocery store.  
 
By being creative and persistent, you will be able to resonate and stand out with them better than someone that is just badgering them about giving them a job.
 
Your outreach process should complement your job opportunity finding process.  They are dependent on each other.  A computer doesn’t help you break into a career.  People do.  Don’t forget that at the end of the day you must influence people to break into your first 6 figure sales career.  Computers have databases that PEOPLE post jobs to.  This is the intelligence you will use to reach out to the right PEOPLE.  It is not one or the other, it is both.  Ultimately, knowing the right people will trump knowing the right careers that are available anytime.  Start with the data and create your people resources to make the opportunities your own.
 
Company Websites
*Don’t stop at the website!
*Automate
 
Relationships (Networks)
*LinkedIn - Recruiters, hiring managers and sales reps
*Networking - where?
*Off beaten path approaches - hanging out at the hospital
*Friends - let your friends know your agenda
 
Resources:
 
Job Boards
*automate and check in with reminders
Jan 29, 2017
How do you know how to position your strengths and x factor?  I included a worksheet in my book entitled “Know the Company” looking that we’ll be using to help create and guide your brand positioning process.  You can get a free digital copy on my website at www.smartmedicalsales.com or purchase an audiobook on iTunes, audible or amazon.  If you go that route, just go ahead and download the free ebook as well because that’s where you’ll find the free “About the Company” worksheet.  It boils down to 4 things that look into.
 
It's all about these 4 simple principles!
 
A. People & Culture
  1. It matters because it is all about KLT.  If your values and beliefs match those of the company, rapport is created instantly
  2. She or He is a great “fit” it happens because of values
  3. Knowing the president and CEO will help you get an understanding of how the organization is run
B. Financial Results
  1. Shows your business acumen and that you have done your research
  2. Helps you understand struggles and position your skills as a fit to solve their problems
C. Top Competitors
  1. Common enemy = bond in war
  2. Knowing how you can position your strengths against your knowledge of the competition is like helping your interviewer put their buying shoes on nice and comfortable. 
D. Latest & Greatest Questions
  1. Identify hot buttons like a recent stock plunge or product recall.  Similarly it could be a recent acquisition or new product launch or new company CEO.  
  2. Uncover certainty and uncertainty about the recent changes and help you ask more questions to your interviewers about this change.  Their responses will help you understand if you even want to be there.  If you do, then you can better understand the hot buttons and main issues to best position your skills and brand.
Jan 24, 2017

Chapter 3 in my Free E-Book gives you a step by step plan to decide on what company would be the best fit for your first career in medical device sales.  One of my clients recently decided he was going to pursue smaller start-up companies.  Despite having narrowed it down, there were still many companies to choose from.  Whether you have decided to go with a large or small medical device company, it is important to understand three very important elements of a company to make sure you make the right choice.  The three factors I’m referring to are; Culture, Mission and People.  By understanding these 3 elements of a company, you’ll be able to easily determine if the company is the right fit for you.  Take a listen and find out more!

3 Key Indicators to Know if a Company is the Right 

  1. Culture
  2. Mission
  3. People

 

Resources:

Startup Resources

Related Blog Post

Jan 16, 2017

When applying for any job or taking on a new project, it is extremely important for you to be clear about your values and to know what you stand for.  All too often, people follow trends and the opinions of their friends as a means to decide what is best for themselves.  This will only lead them down a path of further questions and to guarantee happiness and satisfaction is a crap shoot if you do it this way.  Rather than buying a cooky cutter idea of what your life should be like, it is key to understand what you stand for, what your strengths are and what your core values are.  There are several tests that I have taken through the years that helped me further understand what I stand for in a way that is simple to understand.

Here are the steps to take for this podcast and Persist until you Succeed!

  1. Take an Assesment (Strengthsfinder F2.0) and Journal 
  2. Rearview Mirror Exercise - Character Defining Moments
  3. Take an assessment (Kolbe Test) and Journal
  4. List your Ten Commandments

 

Resources:

http://www.smartmedicalsales.com/values/

Strengthsfinders 2.0 Test

Kolbe Test

 

Jan 9, 2017

Today’s goal is simple:  Understand what process and systems you have in place to get into medical device sales.  

The key to getting this exercise right is doing the writing.  

 

  1. Self Assesment / Evaluation – Knowing Your Why
  2. Identifying Your Brand & Strengths
  3. Identifying Current Opportunities (And Future Ones)
  4. Establishing Relationships with Recruiters / Hiring Managers
  5. Positioning Yourself To Obtain These Roles & ABC (Always Be Closing)

6 Figure Questions

 

Q 1:  What processes, methods, and tools do you use to perform self-assessment?  Do you do this continually or is it a “one and done” for you?

Q 2:  What processes, methods, and tools do you use to put your brand together and promote it to decision makers?

Q 3.  What process do you have in place to alert you of current career opportunities?

Q 4:  What process do you have in place to develop relationships with recruiters and hiring managers?

Q 5:  What processes, methods, and tools do you use to best position yourself to get into the business?

Resources:

http://www.smartmedicalsales.com/5-steps-audit-process-lack-thereof/

Dec 25, 2016

This two-week exercise will help you develop a habit of adaptability and empathy to help you reach your goals faster. In business, just as in your medical device career search and life, the definition of insanity is doing the same thing repetitively and expecting different results. If you like the results you have been getting up to this point, keep up the great work! If you are not happy with or would like to improve your results, then get ready to take a step that helped me get into the medical device business faster.

 

Action Item #1 – The People and My Why

Action Item #2 – The Bank Deposit

Action Item #3 Walk a mile in their shoes then Add Value

 

Resource Links:

http://www.smartmedicalsales.com/2-week-challenge-improve-adaptability-perspective/

 

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