The medical technology space is an integral part of the healthcare sector. In fact, the market capitalization currently stands at roughly $400 billion. Securing even just a fraction of that market can translate to huge revenues. For this very reason, the medical technology market is a competitive and cutthroat one. Companies spare no expense in hiring and training fleets of sales staff to make sure they get the lion’s share of the market. If you are looking for ways to improve your staff’s ability to close sales in this respective healthcare niche, here are the three pillars that you should build your marketing and sales departments on:
Work on How You Carry Yourself
How you present and carry yourself while trying to close a deal will greatly impact the outcome. Naturally, humans are drawn to people who are assertive and confident. They want someone who is well-mannered and well-groomed. If you were approached by someone wearing their hoodie and sweatpants and trying to sell you a product/service, would you buy from them? The answer for most people is a resounding “NO”. Be presentable whenever you have a casual lunch or formal meeting with clientele. Dress sharply and maintain proper posture and gait. Maintain eye contact when conversing and arrive on time. Hygiene and physical well-being points to your clients that you care and that you have your life in order. Clients want to work with businesses and professionals who can give them the attention they need.
Study the Situation
Being prepared can make or break the sale. You have to be able to answer all questions that your client throws at you lest leave them unsatisfied and uncertain. You want your clients to come out of a meeting happy and fully aware of what you can offer them. If you fail to give them the information they want and need to hear, then you’ve failed to seal the deal. The medical technology industry is rapidly evolving and new products are constantly being introduced. Knowing where you stand relative to your competitors can help you better position yourself when pitching to clientele. Research how your products/services are more useful than competitors. Go through their online footprint including backlinks, keyword rankings, page SEO, social mentions and shares, and branding reach. Moreover, study your target audience. Most clients in the medical technology field are private care practices and primary hospitals.
Provide Extensive Training Programs
Businesses aren’t born with a competent sales staff. You’ll need to build it, and build it fast otherwise your sales numbers will suffer. Extensive medical sales training programs can help your sales staff close their deals faster. These programs are designed not just to get clients to buy your product/service, but more importantly to build solid relationships with their respective clients. A successful deal doesn’t end when the client signs the final paperwork. It’s an ongoing process of making sure your clients are happy and satisfied with the terms and conditions of the sale. Moreover, a sales training program can also instill better qualities in your staff, teaching them self-confidence, assertiveness, and empathy to connect with people.
Final Thoughts
Sealing a medical technology deal is huge. Hundreds of dollars in commission and thousands of dollars in payments are on the line, so you don’t want to miss the opportunity of closing a potential deal with a client. With regular and extensive sales training programs enriching your staff members, in-depth knowledge that you can use to build your case up, and professional habits and gestures that make the whole experience more comfortable and professional, it won’t be long before you start converting leads and signing customers for long-term contracts.
