How to do the sales of medical equipment

I. Clarify the sales object and the sales environment
It different products in different countries, their working methods may be completely different! On the first day of the salesperson, you must first understand that his product is medical equipment, which is absolutely different from socks, ties, and cosmetics. Your product has its specific sales objects and sales environment. All activities in the future are based on this.
1. Sales targets are national hospitals
So we must understand the country’s policies and my country’s current actual situation. National policy will inevitably affect the medical equipment market. The assessment of level hospitals, combination of traditional Chinese and western medicine, inspection price reduction, license restrictions on equipment configuration, major illness overall planning, medical insurance, commercial ideas’ impact on the association or association experts, the flood of paid news, etc. directly affect equipment sales. The task of medical instrument production and sellers is not to comment on this comment.
2. The purchasing staff is the money of Huagong’s money to buy things for the hospital
This is very different from selling to individuals or enterprises. Fundamental speaking, the hospital establishes the basis for medical treatment. However, the department’s income, scientific research projects, papers, and even special individuals can become the cause of procurement and establishment. Once the project is established, the purchaser must take the procurement equipment as a task. To do things for the public, the successful completion of the task is the first place.
3. Under normal circumstances, it is not for one person, but a group of groups to make decisions
. Each member of the group has a different position, and has the perspective and purpose of their respective thinking. Various complicated contradictions between members. At the same time, each member must be under different ideological pressure. When internal coordination is difficult, the expert group is required. The members of the expert group also have their own perspectives. No matter how you choose, there are certain rules to follow. Insufficient salesperson can consciously watch more TV news, and television programs often show you these rules.
4. Investing more funds and buying advanced equipment, the view that does not fall behind for a few years is the correct
The view of less funds to buy practical equipment is also correct. The point of buying a company A’s product is correct. The point of view of the company B’s products is also correct. The task of the salesperson is to turn the point of view suitable for their own products.
5. Medical equipment is high -tech, high profit, low sales, long project
is not easy to train a project, it is not surprising a year or two. Winning one project may increase the opportunity of another project. vice versa.
6. Wonderful product introduction and answering customer questions about technical details at any time are necessary, but whether it is the hospital or in the industry in the industry, communicating with customers is far more important than introducing products. Excessive entanglement and chattering introduction will only cause customers to be bored.
sm not to be scared by the above six, because this is the essence of your work, and your competitors are also facing the same test papers. Maybe he didn’t know this test paper. Regardless of the first test, this test papers will be this in the future. Understand this step by step, you will get better and better. With the increase of work experience, you will continue to understand these six articles. The deepest salesman must be the most successful salesman.
. Enter the door of the hospital
1. Dressing
The hospital gate is often opened for 24 hours. It is not easy to walk into this gate as a salesperson. First of all, what clothes should be paid attention to. Spring and autumn is okay. In cold winter, the problem of hot summer dress must be considered. A good temperament of the temperament in the spring and autumn seasons that are more particular about the decent and easy to integrate with the hospital’s environment. It is more convenient to wear a T -shirt, accessories or casual pants in summer. The best choice for men is a dark suit, and the decent suit can play a supporting role in identity. In the hot summer, if you are not riding a car with an air conditioner and you don’t know if there is an air conditioner in the room’s room, it is best to change a short -sleeved shirt. If you take a bus or riding a bicycle to go to the hospital, find a cool place to rest, wipe the sweat, calm down, turn off your mobile phone and call machine and find your guests. The file package should be sorted out in advance, and it should be easy to take out business cards and materials. Do not toss your bag in front of the guests.
2. A detouring, ready to visit
For a sparse hospital, you must learn about the situation of the hospital as much as possible before visiting as much as possible in order to decide which departments and people who are going to visit the hospital. , Good at, what academic articles have been published, and what are the appointments in social groups. When you visit the more familiar hospitals, you can learn about the hospital you are going to visit today. Maybe a little information you can get will bring you a good turnaround. It is a good way to learn another hospital from one hospital.
If you work in a large company, you can call the visit time in advance, and the person in charge of the general equipment will not refuse to visit the big company. Remember that when you visit the first visit, the traffic jams are not as late as you are late. Sales staff of small companies can also adopt a dating method. When dating, it is explained to which products they operate, and do not talk about foreign work names or models. For example, ACP1382S, who wants to listen to these unknown codes.
D dating is rejected and you don’t have to be discouraged. There is no obligation to receive you. As long as you are convinced that this hospital needs your product, just find an opportunity to break through. Don’t go straight to the person you are looking for when you go to the gate of the hospital. Suppose you are selling cerebrovascular disease treatment instruments, you can go to the consultation desk to ask my relatives to have cerebrovascular disease, which department? What instruments in our hospital can cure this disease … Maybe you can get useful information. You can first take a look at the expert introduction of the experts, take a look at the equipment of the relevant departments that you sell, and indirectly understand the situation where the guests you want to visit are indirectly understood. Even if you are just asked about your attitude towards you, you can explain certain problems. The best way is to visit the device department, and the successful sales staff do this.
The person in charge of the device does not necessarily have a strong medical engineering knowledge, but he must understand the hospital’s needs for equipment and the situation of various clinical departments and deans, and lay the foundation for the visiting department. It doesn’t matter if the person in charge of the device does not receive you, this shows that there is no such plan at present, leaving a business card to leave. You can go to the use department to train the project.
The interview with the department should not talk about the device department for me or the dean to let me come. In this way, you will avoid a lot of unnecessary trouble. If the project training has made progress, go to the device department. In some cases, the Department of Devices does not want you to go directly to use the department and have some disgusted with your approach. You should understand that the use of the department wants the equipment. The higher the crystal, the greater the pressure of the device department. Where does the money come from? You know, no one wants to find trouble by himself. You can say that I came to you as soon as I entered the hospital and left you a business card. You are too busy at work. How can you remember how little this is? I will give you another one.
3. Four cases of dialogue with customers for the first time
Dialogue 1:

I I am a certain company, introduce you to our certain product

Is we don’t need this kind of Product

has nothing to do with me for your information for your reference. Do you have a business card?

I sorry I have no business card

Can you leave me your name and phone number?

It if I need it, I will call you.

is disturbed, goodbye

It sorry for you to run for nothing

Comments: The first sentence of seeing the director of the device department is I am from a certain company and introduce you to our certain product. Most people are busy at work. Who wants to listen to the sales of others? Many salesperson has a brand that is declined to sell on the door of their own office. The purpose is to avoid those who sell health products, houses, and insurance. But now you are chaotic to others. Other people’s attitude towards you must be similar to your attitude towards those who sell insurance.

Dialogue 2:

It, you are the director of the ×, I am a certain company, my name is ×××, I always want to visit you. Listen to ×××, saying that you not only do the business of table tennis well, but also your 40 -year -old people still maintain such a good figure

Essence If you do n’t play well, it ’s often flat, just exercise.
The age can’t see your age. The work at the equipment is very tired, and you need to exercise more. What is the long team in front of the outpatient laboratory? It is also difficult to see a doctor. I saw that our blood cell counting instrument is A10. It has been used for more than 8 years …

Comments: You can first propose the name of the friend of the visitor, and no one wants to offend friends. Anyone who spends time to talk to others, such as information, satisfaction of interest, satisfaction of self -esteem, the joy of audiovisual, the enhancement of self -confidence, the verification of doubts, and so on. To start dialogue, a topic that makes the other party feel happy is better than introducing products. Pay attention to the different factions in the academic world, and there are even strong contradictions in some cases. Don’t think that your peers are friends, just find your person’s name as the key to opening the door.

Dialogue 3:

Is you are the director, I am a certain company, my name is ×××, I have seen the about you published in the ×× magazine about about The article of digital images has always wanted to ask you

The different views on this problem in the society. I just talk about my views in combination with our hospital’s situation. I really agree with your views. Some people advocate a large PACS system. This view is theoretically right, but it does not conform to the national conditions of our country. And your views have a practical guiding role in the work of my country’s radiation industry.

. I advocate practical and feasible. There is no practical significance of the empty talk theory

The we have a small system, please mention it …

comment : Speaking of his dissertation and asking him to praise him appropriately, he will never give you a word. I don’t have time. If your product happens to be related to his papers, ask him to comment on your product is the best interview topic. If there are differences in some views during the conversation, you must not try to persuade customers with user debates. To defeat a client is to lose a contract. Use inspiration to let customers change their views themselves.

Dialogue 4:

I I am from a certain company. I learned about your hospital’s infection management work at the Ministry of Health. I want to introduce a new management plan for dental mobile phone sterilization and maintenance to your hospital. I wonder if you are interested in

Please sit down. Speaking, do you think there is any problem with our current method?

…

As you said, in this issue, we are the best hospital. Unfortunately, we have done several tests, but the results of each test prove that our own solution is still difficult to solve. You do experimental cooperation

The ideas are good, you don’t have to worry about all the work within the hospital. Within two days, I will complete the coordination work with the use of departments, infected offices, and leaders of relevant institutes. This is my business card. I will contact you as soon as possible. You can call me at any time

Comments: Anyone welcomes those who solve their problems for themselves. It is the best way to access customers with a constructive solution. This is not only easy to start conversation, but also builds customers’ respect for you.

. Message

Sometimes the object you want to visit is very busy and difficult to find. If you can write a beautiful word of one hand, you can leave a message to explain that you have visited many times and leave relevant information. If the hospital does need your product, most of the visitors will take the initiative and contact. If the hospital does not need your product at all. Then there is no significance of meeting.

. The special case of the back of the water

One of the decision -making contents of a large company is that an important person is required ××. The only clue to the contact with it is the phone number. This task falls on the deputy general manager. The call was blocked by the secretary office of the phone, and the vice president was very anxious. There is a chance to participate in an international conference held in China. After the meeting, the deputy appointment asked foreign experts to discuss. The experts said that the schedule was full. The deputy general clever machine said ×× attended the talks. Foreign experts were glad to go to the meeting. The vice president also called the phone to the secretariat, indicating that an expert in a country asked XX to participate in the discussion. The phone was successfully connected, and both VIPs participated in the discussion. The meeting was fully prepared to achieve a complete success.

of course, the risk of doing so is very large, only suitable for the special circumstances of the backwater war. Under normal circumstances, it is not easy to meet the dean. You can ask the director of the department, the director of the instrument, and the staff of the hospital to help. They can always have a way to let you see the dean.

. Strive to learn to improve personal quality

In reference to various ways to contact customers can leave you a good first impression to customers. These methods can be quickly effective in your work. But like doing anything, further in -depth work depends on the inherent quality of the individual. In general, a person is often written on the face, manifested on a slight movement of a look, a word, and a hand -raising. In China’s current cultural context, the personal charm of sales staff often plays a vital role in Chinese and small projects. As a salesperson, you must not only master product knowledge, but also show group books in front of guests.

The sales manager found that the customer had raised many beautiful flowers in the office when he visited the customer for the first time. After returning, he also met some books about flowers. It is conceivable that the atmosphere of the second visit is much more harmonious. In addition, you may wish to participate in the training of some public relations etiquette, which is of great benefit to the work of sales staff.