I help medical sales professionals to sell more to HCPs / stakeholders & retain business without making costly mistakes. ▶︎1-on-1 & group Medical Sales Coaching ▶︎Medical Sales Workshops ▶︎Medical Sales eCourses
The vast majority of med tech reps have a commanding knowledge of their products. But there's one thing that's essential to know about a product could help you sell a lot more of it, and that is... Why a customer chooses your product over a competitive product. Here's why... The best way to sell a product is with a story. And the best stories to tell a HCP revolve around what other HCPs who are just like them do in specific situations that the HCP you're talking to is likely to encounter. Most reps THINK they know why a customer uses their product (and many reps believe it's because of them, which might be true, but you'll get more mileage out of knowing what it actually is). It's worth your while to ask your satisfied customers why they use your product. If it's truly a powerful reason that may have some influence on other decision-makers, ask if they would mind if you used their name or if you could share what they told you. And if the answer is no, you can still tell the story, but without identifying the source or other specifics (not as compelling, but still useful). You don't sell a product, you sell successful outcomes. Make those outcomes real with real stories. Know why your best customers use your product and share it with the world. #MedicalSales #HealthcareSales #MedTech #PharmaSales #Hospital Sales
Absolutely! Mace Horoff Understanding why customers choose your product over competitors is crucial for successful sales. Crafting compelling stories based on real-life scenarios and experiences of satisfied customers can significantly impact sales outcomes. 🙌🏽
This goes for all industries/products. Love this!
Helping surgeons incorporate advanced technology in vaginal surgery | vNOTES | Medical Sales | Gynecology | Women's Health | MIGS
6moGreat advice like always Mace Horoff. I’m going to start asking this more.