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6 Questions Every Medical Sales Rep Should be Asking

The importance of a sales pitch can’t be overlooked, as it is crucial for introducing your products to customers and making those sales.

While sales pitches need to include a number of different things, including hitting customers’ pain points, explaining more about the products and ending with an open-ended statement designed to further conversation, there are a number of questions that can be added in as well.

To help, here are six questions that every medical sales rep should be asking in their sales pitch.

6 Questions Every Medical Sales Rep Should be Asking

Why are these questions so important? Easy. They help you better connect with your customers. So, now, what are they? Let us show you!

1) How would your practice benefit from my product?

This question forces your customer or contact to spend some time thinking about what your product does and how it would impact their customers. It also places them in the driver’s seat, giving them control over whether or not they think that the product, whether it’s a tool, medication, or system, may benefit them. If they think that it might, then they can continue the conversation in that direction, getting one step closer to making a sale.

2) How would your patients benefit from my product?

Since you’ve already done some research on your customer or contact, then you know what patient demographics they treat as well as which conditions. By mentioning these facts in a question, you’re making it clear to your customer that you’ve done this research and have tailored your pitch to their needs.

This question also them into the conversation and provides them with a chance to consider exactly how they could improve their care with your product.

3) Does your practice have a system to evaluate new treatments?

Almost all of the medicine practiced in the U.S., regardless of state or region, is evidence-based. This means that the practitioners keep up with journal articles and studies on new treatments, and are likely to spend some time evaluating these new treatments in depth before putting them into action.

The question asked here adheres to that, showing the customer that the medical sales rep has plenty of knowledge regarding the processes. It also opens the door to conversation regarding what these systems are, as they can vary by practice, and asks if the customer wants to include the new product being pitched into one of these evaluations.

4) How soon would your patients benefit from my product?

Your goal is to make a sale, without being overly pushy and asking directly “do you want to buy what I’m selling.” This question places the customer into thinking about things from a specific time-based perspective. Once you’ve ascertained that they are interested in the products and are sure that their customers would benefit from them, your next step is to try to pin down the sale.

By doing that without directly asking, you’re placing the onus back on the customer, who then has to come up with a time frame for their purchase.

5) Do you have any questions for me?

This is a good question to ask at the end of your sales pitch, before you get into a conversation about additional product details. By opening up the virtual floor to your customer, you’re allowing them to guide part of the conversation. The question requires them to think about everything that you just said in order to come up with some questions about it.

They will no doubt actually have these questions, so you can let them guide the next part of the meeting. When you have a chance, you can either steer things along with additional questions, like the ones from this list, or just let the conversation happen organically.

6) Do you need any additional information?

Finally, this is a question that asks if the customer has everything that they need in order to make an informed decision. The odds are good that, yes, they’ll need some literature, a study or two, or something else in order to help them choose whether or not to make a purchase.

The trick is that when you ask this question, you need to have at least some of what they’re asking for on hand. If you need to send them an extra study or two, that’s fine, but have a few links available. This makes you look prepared and will shorten the amount of time that you have to make a follow-up.

With these six questions in your sales pitch quiver, you’re more than likely to hit the bull’s eye during your next medical sales meetings.

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