you spend all your time learning about the product, a little about the businesses you are selling to, and then youâre taught how the product works. if you sell 100% based on clinical evidence and rely on the, âmy product has all the evidence to prove itâs better than my competitor(s)â strategy and then the doc says, âi agree,â what are you going to do when your competitor actually has a better product? the closest traditional sales training gets to cultivating strategy is breaking out in role-play at a district or regional meeting. and how can they be adapted to fit the unique needs of each client? these are, after all, the areas of expertise for a manager and business leader to excel in.
and it just so happens that the winners of today are 10 steps ahead of industry norms and traditional sales strategy. finding ways to recruit patients who are candidates for your procedure or therapy into the hands of your surgeons. there are numerous ways to go about this strategy, depending on the type of procedure, product, therapy, etc you sell. one of the ways is to perform research for your area of coverage with a healthcare hunting & crm tool to determine which physicians have the highest concentration of patients who could benefit from your procedure. maybe you should take your selling road show outside of the feature and benefit parade and start talking to the actual source of these patients. as you can see, non-traditional selling strategies are truly the key to success in the medical device sales industry.
here’s how you can optimize your sales process to sell more in 2017. before you pour your time and energy into optimizing your sales process, make sure your team is ready to jump into high gear and make the most of every improvement you put in place. staying up to date on the latest requirements for your products will keep your sales strategy clear of any roadblocks with hospitals concerned about compliance. sales content is key to locking down deals, and collecting quality data is the first step toward more effective sales content. having a general idea of a product’s lifespan and knowing the trends in the market’s movement will help you optimize your sales process in terms of timing visits and predicting orders.
medical device sales depend on the state of the economy and the market. medical devices can be complex and tricky to understand, so it’s important to have a clear explanation of your product. analyzing the factors that weigh on product sales and taking the time to plan a sales process that fits your team can clarify goals and perfect the current approach to sales. while certainly expensive, the costs of a field sales team are soon outweighed by the unparalleled competitive..
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