How to do a good job of promoting medical devices
Familiar with the product and understand the promotion of the object
The first day of the sales staff on the first day of the first day of the first to understand their own product is a medical device, familiar with the product has its own specific sales targets and sales environment. The same environment, sales of different products, the work method may be completely different! The future promotion activities are based on this.
1. Hospitals are the main sales target. To understand the national policy and the current reality of our country. National policy is bound to affect the medical equipment market. Rating hospitals, Chinese and Western medicine, check the price down, equipment configuration of the licensing restrictions, major medical co-ordination, medical insurance, commercial ideas on the impact of the Society or the Association of experts, the proliferation of paid news and so on directly affects the sale of equipment. The task of medical equipment manufacturers and sellers is not to comment on this right and wrong, but to face the reality of legitimate profits.
2. Purchasing staff. Hospitals to establish the purchase of medical equipment program is based on medical needs. But the department of income generation, research projects, thesis publication, and even special personal needs can also become the motivation for the purchase of the project. Once the project, procurement staff must take the procurement of equipment as a task. Doing things for the public, the successful completion of the task is the first of all.
3. A group **** with the decision. Each member of the group are in a different position, have their own perspective and purpose of thinking. There are likely to be a variety of complex conflicts between members. At the same time, each member is subject to different ideological pressures. When internal coordination is difficult, a group of experts is called upon. The members of the expert group also have their own perspectives on the problem. No matter how to choose the type there are certain rules to follow. Inexperienced salesman can consciously watch more television news, television programs often show you these laws.
4. Not behind the point of view. More investment in some funds to buy advanced medical equipment equipment is correct, less investment in some funds to buy practical equipment point of view is also correct. The salesman's task is to make the viewpoint of their own products into the right.
5. Medical equipment is high technology, high profit, low sales, long project. Cultivate a project is not easy, a year or two is not surprising. Winning a project may increase the chance of success of another project. And vice versa.
6. Accurate. Product Presentation. Whether it is in the hospital or in the socializing place of the industry, salesmen are far more important to communicate with customers than to introduce the product. Too much pestering, chattering about the introduction will only lead to customer boredom.
Two, improve the quality of personal business
Drawing on a variety of ways to engage with guests can make you give customers a good first impression. These methods can pay off quickly in your work. But like anything, further in-depth medical device work depends on the inner qualities of the individual.
In general, a person's inner often written on the face, manifested in a look, a word and raise their hands and feet on the subtle movements. In China's current cultural context, the personal charisma of salespeople often plays a crucial role in small and medium-sized projects. As a salesperson, you not only need to have product knowledge, but you also need to be well-read in order to have more things to talk about in front of your guests.
Three, roundabout, prepared to visit
1, for a rusty hospital, the salesman visit to colleagues as far as possible before the hospital to learn about the situation, in order to decide to visit the hospital, which departments, which people, the object of the visit for the people, good at, hobbies, published academic articles, in the social groups, what position. What are their positions in the community. You are more familiar with other hospitals to visit the hospital you are going to visit today, you may be able to get a little information will bring you a good turn. Learning about one hospital from another is a good way to work. If you work for a large company, you can call in advance to agree on a time to visit.
2, the first visit must be punctual, traffic jams can not be used as a reason to be late. Small company sales staff can also take the approach of dating, dating to explain what kind of medical equipment they operate, do not speak the name of the product or model in foreign languages. Dating was rejected do not have to be discouraged, there is no obligation to receive you, as long as you are sure that the hospital needs your products, find an opportunity to rash is.
3, into the hospital door do not go straight to the person you are looking for. You can take a look at the introduction of the experts, take a look at the medical equipment related to your marketing department equipment, in order to ask the way to indirectly understand the situation of the visitors you want. The best way to do this is to be prepared to visit the device department, as successful salespeople do.
;