The Best Advice from the Best in the Game
We’ve interviewed our top-performing reps to get the inside scoop on what it takes to be successful in the medical sales industry. Learn how to make the most of your sales and in-services training with these useful tips.
1. Get In Where You Fit In
You wouldn’t try to sell someone a car at a bike race. So why would you try selling to surgeons outside of the OR? Your expertise is as much part of the sale as the quality of the product. Meet your clients where they’re at by sitting-in on procedures. Know the off-label uses and modifications relevant to your client’s specialties. Carry complimentary products and a sales-rep “sewing kit”, equipped with tools to help modify and supplement your target sale.
2. “Did you ring?”
Communication technology is a wonderful thing, but never underestimate the power of a well-timed phone call. Be persistent and consistent and your presence in their office will become part of the routine of the workplace.
3. Save Face
Nothing is more effective than a face-to-face interaction. Take these opportunities to introduce your client to other products and options, even if you do not necessarily expect a new account. Every interaction is a chance to demonstrate your knowledgeability and usefulness in their practice.
4. Know your audience.
This one’s easy. Many healthcare industry sales reps share the same passion for patient care as the doctors and surgeons they work with. Don’t be shy about your stake in the quality and efficacy of your products—you’re just as invested in better health outcomes as your clients and have the knowledge to back it up. Your doctors aren’t just your clients, they are your teammates! Bring this energy into every sales pitch and in-service training.
5. “Stay hungry”
Healthcare sales is a highly competitive industry. It takes a competitive spirit and persistence to be successful. Don’t let complacency get in the way of progress. Stay motivated to grow your network of contacts and don’t be afraid to press when you know you have the best tools for your client.
DID YOU KNOW:
The tip of the SAF-T-Vac can be trimmed to offer a wider entry point for suction at the incision site. This helps prevent blockages from fluids in the tubing.
DID YOU KNOW:
Saf-T-Vac requires no capital investment and is universally compatible with surgical suction devices that many ORs already have equipped in-house.