Medical Device Sales Tips

Medical Device Sales Tips

Medical device sales is a big challenge, how to do this job?

Improve personal psychological quality

Typically, the transaction value of medical devices is several times that of daily consumer goods. It's not uncommon for a medical device salesperson to sign hundreds of thousands of dollars in contracts, and it's not uncommon for a deal to be several million dollars. Huge numbers certainly mean revenue, but look at it from another perspective, the activities of medical device salesman involved in a huge amount of money, the responsibility is very important, they should spend enough time and energy to study the business.

Working in this environment, some novice medical device salespeople feel heavy mental stress,? to. A sales of X-ray machine young man, just received a large hospital worth more than 3 million shopping program, due to the past no similar experience, he can not sleep at night, all day long worried about the completion of the task, and even can not live a normal life from the heart. And the end result is that due to the poor mental state, failed to communicate effectively, the business did not come to fruition.

In reality, this kind of thing often happens to newbies. In fact, there is a Jewish proverb called ? The children? The first thing you need to do is to get your hands dirty. The first thing you need to do is to get a good deal on a new product. , meaning that people have to choose different paths according to their own personality traits, psychological characteristics. If you want to play in the market? Big role? , we must first weigh their own mental capacity and strength in all aspects. If you can not improve your personal? Medical equipment sales too.

Competing for endurance to win the long run

The procurement process for medical devices varies depending on the management style, depending on the size of the hospital and the management focus. Generally speaking, the request may be made by the technical department or the physician concerned, and then given to the purchasing department. If a product is purchased at a price that is out of the norm, top management may intervene to make a final decision.

Even in a small company, the purchasing power of all important materials is in the hands of the boss, but in the decision-making process, the boss is more or less influenced by subordinates. Such as a hospital to buy a photometer, although the final decision in the hands of the boss, but which brand to buy, which model of the product? At this point, the photometer's advice may play a big role, because this kind of machine he used the most, also has the most say. It can be seen that the medical equipment salesman is usually faced with a complex 'situation, often need to face all kinds of people, they must consider the overall situation, while finding the key aspects of the work, to break through, in order to finally do business.

It has been said that in the medical device market, only ? There is a relationship? People can have customers, this conclusion may be debatable, but also suggests that we, sales work is not just? The first thing you need to do is to get your hands on a new product and then you're ready to go. It's not as simple as that. When the target customer has established a good relationship with competitors, you can insert into the follow-up of all the work of the starting point; on the other hand, once you establish a long-term relationship with the customer, and can continue to provide them with good follow-up service, like a tree up a solid barrier that can block the invasion of competitors.

A sales executive at a photometric factory once spent two full years trying to break into a hospital. He worked hard to open up this account, visiting again and again and offering advice from time to time on things like product maintenance. He said, "I never expect novice salespeople to do anything in the first year. I just want them to familiarize themselves with the product, be prepared, and keep engaging with customers.

It's true that medical device deals are sometimes negotiated over long periods of time, even years. As a result, the hurry-up-and-get-it-done model of working does not apply to the medical device space.

Service first is not child's play

Service has become one of the main themes of competition for businesses today, and this is especially true for the medical device industry. It is not an exaggeration to say that in many cases, the ability to make quick repairs can be the main reason for doing business. If you buy a product, the use of frequent problems, problems and difficult to find the necessary parts and manpower for immediate repair? This kind of thing will seriously affect the relationship between buyers and sellers of medical devices.

In China, large and medium-sized hospitals are extremely busy in their daily work, and their equipment is mostly in overload. Many hospitals have indicated that they would rather pay more money or even buy some repair parts in stock for spare parts in order to get timely repair services. This shows how important the after-sales service of medical devices is. For medical device salesman, getting an order is just the beginning of the work. The success of the medical equipment salesman depends largely on the subsequent service work. Therefore, the medical equipment salesman should do a good job in every after-sales work, especially in dealing with the problem of large customers, to be particularly serious, never because of the small and lose big.

Closely watch for opportunities