Medical devices include precision electronic appliances, artificial replacement mechanisms and auxiliary support apparatus. To be good at selling these products, sales people need to immerse themselves in the medical literature. Additionally, it is imperative to understand medical terminology and basic relevant human anatomy to intelligently discuss your products with the medical experts you're selling them to. Good sales people catapult to success by learning all they can about their products and the people who use them.
Instructions
1. Understand your products. Educate yourself on what the products do and how they work. Get to know the products that you intend to sell. Study the brochures and product manuals from the manufacturers.
2. Develop a deeper understanding of anatomy and the medical concepts that pertain to devices you sell. Read textbooks, medical journals and watch industry videos to get a clear understanding of how the devices are implanted and how they work in the body.
3. Read peripheral medical literature such as cardiology or orthopedics journals that can help you better understand the impact that medical devices have on the patients who use them.
4. Stay current on news and trends with resources such as the listings from the U.S. Food and Drug Administration. Check out information pertaining to medical alerts and policy changes that may directly or indirectly affect products that you represent.
5. Scope out the competition. Learn what brands and devices other sales agents are selling. Study and compare your products with theirs so you can competently answer questions during sales meeting about why someone should choose your products. If you happen to discover that other products are superior, consider including them in your distribution line.
6. Rehearse your sales speeches so that you convey clear and accurate information during demonstrations. Use clear, concise language to explain what products do, how they are superior. Show the real and tangible benefits and comparisons as to why someone would want to buy your brand or products over others.
7. Show up on time to scheduled meetings and appointments. Don't keep doctors and hospital purchasing staff waiting on you. Allow ample time to set up in unfamiliar environments, where tables and even electrical cords may be unavailable.
8. Demonstrate an attentive and sincere attitude. Be pleasant and polite, but also be genuine. Use straight and honest language that demonstrates your knowledge and belief in your products.
9. Follow through and follow up. Provide brochures and contact information and keep in touch with clients through phone calls and email.
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