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Sales Career In Medical Devices

Aug 21, 2008
Pharmaceutical companies do not only make money selling drugs. A certain percentage also comes from the sale of medical devices. If you think you have what it takes to sell, then perhaps you should go for a sales career selling these products.

A sales career in medical devices means going out of the office often to meet clients. You may have to drive a certain distance or get their by flying in a plane. But before you meet them, you should already have a plan on how to present this medical device and be prepared to answer any of their questions because you don't have a second chance if you fail on your first sales pitch.

Your customers are usually doctors since they will be recommending your product t o patients. So, you have to tell them what you are selling and demonstrate how it works. If the device is placed inside the body of a patient, the best way to do this will be to create a computer generated visual presentation and then present it to them.

While you are doing this, you should let them hold the device and give them a hard copy of the brochure so they can also read it. As mentioned before, you have to be ready for whatever questions they throw at it because the minute you stutter or show that you are unsure of what you are selling, you may have already lost the opportunity right there.

This will never happen of course if you have reviewed your product carefully the second that it is given to you. Since you work as a department, you can ask questions or conduct mock up sales presentations because it is better to make mistakes now than with a client.

The best way to tell if the doctor will buy the medical device or not is to look for signals. These could either be verbal or non verbal. If they ask how many do you have, then you know that they are willing to get it. Non-verbal is a bit tricky so watch their hands. If they are playing with it as though they own it, chances are they are interested.

Once these signals are seen, then it is time to close the sale. You can be frank and ask if they are willing to buy if they have not said so yet. You may also say that the medical device is available in different colors and asking them which they prefer to get. Should they respond choosing one color or the other then it's a deal. The other option will be to attach some freebies to the medical device. Usually, these help enhance the product which also helps.

One thing some sales agents forget to is to follow up with their previous customers. You have to remember that these doctors see lots of patients monthly. Aside from those who have to undergo regular checkups, there are new patients who come in so you have to call them up every so often to find out if they want to order from you again. This will also give you the opportunity to check if there are any problems so this can be corrected.

You can have a great sales career selling medical devices. You just have to be patient and persistent because along way, there will be some doctors that will not be interested in what you have to offer.
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