Career In Medical Equipment Sales
By admin on Feb 21, 2009 in Careers
Your clients as a sales agent include not only new hospitals under construction but also old ones as they also need to upgrade their facilities. There are also private and public clinics which you can visit and all you have to do is set up an appointment with whoever is in charge with their purchasing.
Whenever you meet with them, you have to show not only pictures of your products but also the real thing. At times, you may even have to leave a few with them so they can try it out. To make your presentation look impressive, you can even create or have someone make a computer generated presentation.
Explaining the features and advantages of the medical equipment your company is selling is just one aspect. You should also be ready to answer questions that they may ask. For that, you should ask yourself, if you were a doctor, what would you want to know about the product? Then practice how you will answer them by doing mock up sales presentation.
How do you know if the purchaser will buy the medical equipment you have or tell you they are not interested? The best indicator is how they respond both verbally and non-verbally. If they express interest by asking how many do you have or when this can be delivered, you know you have made a sale. Another indicator is if they have a smile on their face or nod their head.
Once you see these signals, it is time to close the deal. You can ask directly how many do they want and then tell them when these will be delivered. It also wouldn’t hurt to throw in some freebies to the deal so they know they are getting a good bargain buying the medical equipment from you instead of a competitor.
If ever they are not ready to make a decision, give them some time to think about it and then pay them a visit or call a few days later. You have to remember that medical equipment costs a lot of money even if they buy just one or two and they will probably have to review their budget.
Whatever happens, don’t forget to thank them for their time in seeing you. Who knows, they may not be interested in getting medical equipment from you now but if they are not happy with what they purchased from a competitor, they may decide to go back to you in the future.
Should they buy from you, don’t forget to also follow up on how the medical equipment is doing. This will give you the chance to check if they are satisfied with your product and if they are interested in buying more or something else in your catalog.
Hospitals need medical equipment and medicine to treat patients who are admitted. By doing your share as a sales agent, you contribute to their comfort when they have to undergo surgery or have to be confined there for a few days.
By: Paul Hata
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On May 30, 2010, Thomas Bline said:
Again, I have thirteen years experience as a Medical Lab Marketing and Sales Manager. I also serviced these accounts. I found this was the key to becoming some days almost an account taker via telephone. These accounts were so pleased with the price and service I would be home doing paperwork and receive calls from key accounts sometimes related to a university and their medical school only to be told by a new account to call a certain decision maker since she and this decision maker had lunch and she gushed regarding the amazing changes after changing labs. Many times I simply called them to set up an appointment and they would have me set them up over the phone and I would deliver supplies if my couriers were too busy to handle this. I could easily turn one key account into ten in these situations.
Being away from the industry but having kept up with the clinical and pathology sides of the labs, and I possess a strong general medical background, should at least assure an interview. But, just as the last post I read, many resumes I am more than qualified for but no call backs. I need someone on the inside since it seems the only way in these days is knowing someone. I am more than open to ideas and willing to start at the entry level again since I know I will sail through the ranks as before. My first Lab Field Service Rep. position was accepted with the understanding there was no room for vertical promotion due to their size. After nine months I performed my service, after only two days of very light training, but I was bringing in so many huge accounts along with my normal services I was promoted to Marketing and Sales Manager. I had caused the lab to grow significantly and received not a single nickel in commission or bonus during the first nine months.
I hope there is someone out there willing to assign a company car, compensation package at near entry level and let me return to the only profession I was ever truly happy and successful. I am willing to attend yet another sales and training seminar or whatever it takes for the opportunity to prove myself yet again. If the labs had not combined and the marketing departments been completely deleted by the purchasing company I would be in Regional Marketing or in the VP arena. It does wear on me knowing there is such a wealth of talent sitting here going to waste it makes me ill.
I, yet again, hope the right person happens to stumble across this plea to return to my profession.
Sincerely,
Tom Bline, CLS, CT