How can you use product knowledge to advance your Medical Sales career?
Product knowledge is one of the most important skills for a Medical Sales professional. It can help you build trust, credibility, and rapport with your prospects and customers, as well as differentiate yourself from the competition. But how can you use product knowledge to advance your career in Medical Sales? Here are some tips to help you leverage your product expertise and achieve your goals.
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Gary CarruthersAuthor, Product Manager, Patent, Product Launch, Market Research, Strategy, Branding, KOL Development, Portfolio…
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Darshan KulkarniLinkedin Top Voice| Board Member | Life Sciences Misconduct Prevention and Remediation Attorney | Entrepreneur |…
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hanaa khalidtalented sales professional with extraordinary communication skills and persuasion skills. with remarkable experience…
The first step to using product knowledge effectively is to know your audience. Different types of buyers, such as physicians, nurses, administrators, and patients, may have different needs, preferences, and pain points. You need to tailor your product presentation and communication to match their level of understanding, interest, and decision-making power. For example, you may need to use more technical terms and clinical evidence with physicians, while focusing more on the benefits and outcomes with patients.
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The core of the product knowledge is to fully evaluate and study the audience...this directly leads you to determine the perspective of the selling process to those audience... By determine the needs of the customer and the way to satisfying this need with my product or service. Another crucial part is that by knowing the product you can anticipate the objections and preparing the answers...
The second step to using product knowledge is to know your competitors. You need to be aware of the strengths and weaknesses of your competitors' products, as well as their pricing, positioning, and marketing strategies. This way, you can anticipate and counter any objections or questions that your prospects and customers may have, and highlight your unique value proposition. You can also use competitive intelligence to identify gaps and opportunities in the market, and offer solutions that your competitors cannot.
The third step to using product knowledge is to know your value. You need to be able to articulate how your product can solve your prospects' and customers' problems, and how it can provide them with a positive return on investment. You need to quantify and demonstrate the value of your product, using relevant metrics, testimonials, case studies, and demos. You need to also show how your product can align with your prospects' and customers' goals, values, and vision.
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It’s extremely important when working with med device products to be able to simply state how the product either diagnoses or helps treat their patients. It can NOT be a sales pitch or a so called data dump. I made my SO CALLED pitch as a simple “conversation”. Have a dialogue conversation how your product really can aid in accurate diagnosis or effective treatment with low risk
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I think it is essential for a representative to become a trusted source of information. No one wants a data dump and they want to see empathy displayed so they know you are concerned as much as they are for the patient. I found that this was more important when I was selling diabetes related products.
The fourth step to using product knowledge is to know your trends. You need to stay updated on the latest developments and innovations in your product category, as well as the broader industry and market trends. You need to be able to explain how your product can adapt to the changing needs and expectations of your prospects and customers, and how it can give them a competitive edge. You need to also be proactive and anticipate future trends, and suggest how your product can help your prospects and customers prepare for them.
The fifth step to using product knowledge is to know your feedback. You need to collect and analyze feedback from your prospects and customers, as well as from your colleagues, managers, and mentors. You need to use feedback to identify areas of improvement, as well as areas of strength, in your product knowledge and sales skills. You need to also use feedback to learn from your successes and failures, and to adjust your strategies and tactics accordingly.
The sixth and final step to using product knowledge is to know your learning. You need to constantly update and expand your product knowledge, as well as your sales skills and industry knowledge. You need to seek out new sources of information, such as online courses, webinars, podcasts, blogs, newsletters, and books. You need to also network with other Medical Sales professionals, experts, and influencers, and exchange insights and best practices. You need to also set SMART goals for your learning, and track and measure your progress and results.
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a patient-centered approach is more effective. showing empathy, making doctors understand that we do comprehend the patient's condition, what results from it and their concerns and that we are proposing solutions related to that. after all , we do not treat a symptom or an indication, at the end of the chain, there is a human being.
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