It turns out that some of the most solid sales tips come from outside the healthcare and medical markets. That's why we culled and worked over these tips from used car salesmen at Auto Raptor. See what you think.
1. Get customer names upfront (and remember them)
Ever notice how some salespeople repeat your name over and over? They're trying to flatter you by using your name, and... they're trying to remember it. Find the balance that works for you and use it throughout the sales cycle. As Dale Carnegie said in How to Win Friends and Influence People, “Remember that a person’s name is, to that person, the sweetest and most important sound in any language.”
2. Listen more than you talk
This one is tough, especially for the extroverted types attracted to sales. Top salespeople don’t just talk, though — they listen. And they listen even more than they speak. Learn how to spot the glazed look of non-comprehension on your prospect's face and shut up! The same goes for any other communication. Are you just barfing up words to fill your email or proposal, or are you customizing your message to just what the doctor needs?
3. Look customers in the eye (but don't be weird about it)
Connect with doctors by looking them directly in the eye. It projects confidence and openness. Be careful, though, locked-on eye contact can seem condescending and aggressive. Aim to make eye contact about 30-60% of the time during a conversation — more when listening, less when speaking.
4. Be patient, not pushy
Purchasing a car or a mass spectrometer is a big decision. Don't let doctors see your eagerness and impatience to close the sale, much less the flop sweat. People who feel pressured might just walk off your lot. Remember, we can't "poof" make more prospects.
5. Know your stuff
Medical devices can be complicated. Your job is to translate that complexity into easily understood soundbites. Understand your prospect. Is he into the physics of what you're selling, or how it will elevate his performance? Once you're competing in the elimination round, all bets are off. They may fall in love with the data charts or dig the upholstery on the exam chair.
6. Don’t say negative things about other car dealers
If a doctor tells you about a negative experience they had at another dealership (company), don't go negative. Acknowledge their feelings but hold up on trash-talking the competition. When you're kicking the bad guys, you're still mentioning their names and cementing that awareness with a prospect that should be learning about your prospect.
7. Don’t tell customers what they want to hear
Yes, we found this in advice to used car salesman! Your word is your bond. Don't mess it up by making promises you can't keep. Be straight about terms, delivery dates, maintenance schedules, installation times and, of course, the price.
8. Keep your desk clean
Medical device products may not make it to your desk every day but having a clean and orderly workspace can help inspire trust. Also, add these notes to self: personal hygiene, check; clean stain-free clothes, check; and, for the out to lunch crowd, make your car as clean as your desk.
9. Do unto others
Apply the Golden Rule. If you treat others the way you would want to be treated in a dealership or OR, you’ll find many more return customers and referrals coming your way.
10. Follow up
Prospects expect to hear from you after a meeting, call, or purchase. And they expect it quickly. Consider online businesses. Their customers expect resolution of issues within a few hours. If you can't follow-up like that by phone or e-mail send a quick note explaining when you can deliver the remaining information. This step paves the way for future sales and referrals.
Follow these tips, and who knows, you may become Employee of the Month.