I don’t know how to tell you, I have a medical device sales technique here
You can refer to it
and the first visit. The first step is to find some first-hand information about the target hospital, such as hospital grade, hospital scale, annual operating income range, name and place of origin of the department director... Functional departments in northern hospitals are generally called ** departments and ** departments. Such as the medical department; Nanfang Hospital is called the ** department, such as the administrative department and the purchasing department. 114 can be used, and it is also important to visit the target departments of the hospital.
2. Formal visit. The first visit should be to the user department. For hospitals you are familiar with, you can visit the equipment department directly. The threshold for using the department is low and the possibility of hitting a wall is small.
Note 2 points: Don’t let the equipment department know that you have been to the use department; product introductions should be exciting and moderate, and communication with customers is more important than chattering about products.
3. Analysis of actual dialogue.
Conversation 1:
"Hello, I am from ** company, we operate as **, I will now introduce to you our company's products."
"We don't need this kind of product."
"It doesn't matter. I'll leave you a piece of information for your reference. Do you have a business card?"
"Sorry, I don't have one. Business card."
"Can you tell me your contact number?"
"I will call you if necessary."
" Excuse me. Goodbye."
"I'm sorry for making you travel in vain."
Depressed. .
Dialogue 2: "Hello, Director *, I am *** from ** company, and I have always wanted to visit you. I have read your article on the treatment of fundus diseases published in issue * of the Chinese Journal of Ophthalmology. The article is very good, and I have been wanting to ask you some questions."
"What do you want? I am very busy now."
"That's it,** The director (his friend) asked me to come to you and said that this matter can only be done if you approve it. You are a relatively accomplished expert in this field. I would like to hear what you think of the equipment for treating fundus diseases operated by our company. Opinions."
"Bring me your company's information..."
Friends and skills.
Dialogue 3:
"Is Director ** here?"
"This is it." Busy...
"Hello, Director *, I see that you are very busy. I will put the information on your desk and wait outside until you are free." Wait in the corridor for the director to come in when he is free.
“Director *, I learned that your department’s financial accounting is independent. I have now brought a piece of equipment that is suitable for your department’s use. Moreover, your department’s investment will be recovered within half a year after using this set of equipment. , it will be profitable in the future."
"Is that true? Let me take a look at your budget plan."
The key is to solve the problem.
4. Mid- and late-stage work.
1． See the dean. Waiting, hoping, guarding and attacking.
2. Price negotiation. Once a hospital project is approved, it becomes a task for the procurement department. During this process, the president generally will not be too involved in price negotiations. Therefore, in sales activities, we must take the purchasing department seriously and only go to the "high-level ****", the company's interests will be damaged.