You’re struggling to close a deal in medical sales. What can you do to win over your client?

Identifying your key stakeholders, understanding their behaviors, perceptions , mapping them and knowing how to target each via which tools is always the way to succeed and achieve your objectives.

Bueno, desde q inicié en este trabajo de relacionamiento con clientes en la industria farmacéutica siempre he pensado que la inclusión de todos y cada uno de los elementos humanos que se encuentran incluidos en la cadena de decisión deben ser objeto de formar parte de la gente que debe sentirse interesada por nosotros desde este lado de la relación comercial pues es un punto de inicio para lograr establecer una clara probabilidad de éxito.

This is one of my favourite areas to drive sales. This is an extremely critical step to map the stakeholders and decision making process to align resources, time and effort accordingly. The key is to identify the stakeholders, position and level of decision making and influence.

Sometimes the sources of information are usually from within. From the administration, from the secretaries, the nurses or from the Pharmacy of that particular institution. I find dealing with gatekeepers do marvelous.

The best part is to understand the culture of that place and do what locals do to win hearts then you will build trust and ultimately you will get the sales. In Pharmaceutical business the most important part is the personal selling and then you can sell your product because the customers are well informed and highly educated

Yes, This is crucial for success. The saying is Man behind Brand Matters. This is also true in sales , first they trust you and then your product and services. So It is important to build rapport and trust. The foundation of both starts with being genuine , communicating right information, commitment to solve customer's problem with your product / service. It is important to listen them , their concern , any negative feedback. This gives you the opportunity to understand the need and position your product / services accordingly. Also learn about the current product / service used by customer which shall be helpful in mapping the preference behaviour I strongly recommend to know the customer and decision making process.

The pain point, or also sometimes known as, "the problem they want solved" is crucial. As a medical sales person, asking great quality open questions, is critical. This comes from ample preparation in your therapeutic area, your customer, and their colleagues pain points are, is important. It is important to not assume that everyone has the same "pain points". Next, be authentic, curious and really get to know your customer. Still haven't uncovered their pain points, then, go back and ask again and reflect on what you are not doing.

This is so important and needs to be maintained long term as in my field it’s those long term relationships that secure ongoing sales.

Be Patient Focused. In establishing an effective relationship with doctors and medical centers, I have always focused on the health of the patient and the effectiveness of the treatment by introducing authentic medicines to the medical field. My concern in this direction has been in line with the concern of the medical staff. And this has helped me a lot in reaching my sales goals.

In my experience as a coach and business advisor, rapport technique generates receptivity and connection with the other party and vice versa. Always showing genuine interest to build trust and rappot. For both, try these tips: 1. Smile 2. Try the other person by name 3. Be optimist 4. Ice breaker. Benefits: 1.facilitates negotiations. 2. improves feedback. 3.persuades and convinces prospects. 4. builds trust So, if you are trying to win over your client and build a long term relationship, rappot and trust in your negotiations is one of the best way.

An objection can be a clear buying signal - not something to make you give up necessarily. “I like your product/service and if you can address my one concern I am buying”.

Focus on understanding your client's needs, address their concerns, and showcase how your product or service provides a valuable solution. Tailor your pitch to showcase how your product or service uniquely meets their requirements. Highlighting specific features that align with their needs can be persuasive. Building rapport and emphasizing the benefits tailored to their specific situation can help close the deal.

In medical sales it is extremely important and is the key lever for positive sales to close the deal. We shall work on providing solution to unmet medical need so your solution shall align with customers GOAL and OBJECTIVES to achieve excellence. One happy and satisfied loyal customer refers more good potential customer and everything Starts with need analysis and aligning solution with customer need. The objective and approach shall be genuine. Provide complete and accurate information about product / service as solution to customer's need. you shall also offer complete value proposition with respect to their need.

From my experience, it is very important to understand that each customer has his/her own different need. i.e. A customer might be interested in the science, a customer is interested in the patient’s QOL, another customer is interested in the status among peers,… etc. Understanding the customer’s exact needs, tailoring your approach for the customer’s profile, and providing solutions that tackle exactly the point-of-interest for the customer will defo result in a close of sale.

I agree totally. We sell solutions rather than products. Identifying the prospect’s goals and positioning the product as a means to achieving the goals is a quick win.

See a need fill a need. The key is partnering with your accounts. Building trust and rapport will help them open up about their areas of challenge and look to possibly align what you can offer with what they need for a solution. If it is not a win/win….move on and possibly circle back at another time.

Make a plan to achieve the desired goal, Find out the need of client requirements and try to incorporate in your goal withoutt

You need to focus on selling the value not the product. There is a challenge the customer could face or a pain point that they may look for a solution, if you discover it and offer a solution then you will get the deal done.

Within my work with the NHS and the Pharma, Med Tech and Device Industries within negotiations I focus on creating a “perfect triangle” . A win for the patient in term of improved outcomes, a win for the NHS with the improved outcomes leading to fewer appointments, referrals and non-elective admissions, and only then a win for the industry partners. How do we do that, by focusing on the problem the company will solve for the patient and the NHS. You must park the product and focus on the outcomes you will deliver. What impact will you have on patient outcomes, reducing unnecessary appointments, referrals and admissions, what happens to their income up/down/neutral, and do they have a workforce to deliver the project.

It’s important to understand the customers needs by addressing their concerns. Present your solution to the concerns of the customer instead of listing features and benefits of your product.

After ensuring the delivery of the right solution for the exact customer need, you cannot get a sale without taking commitment. This step measures how you have been doing the previous steps. For instance, if you think you’ve addressed the customer’s needs & asked for a commitment for a sale, but the customer hesitates, then you missed something. Go back, reflect on what you have done in the previous steps, and try again after pinpointing the customer’s pain.

One important aspect I learned in my earlier years of my career is to be able to interpret the buying signals. Both verbal and nonverbal clues. For example when the HCP enquires about the cost of your product it clearly indicates that it's time to close that sale!