There are always competitors out there, even in the world of medical sales, where many companies often have some proprietary processes and equipment. Whether it’s a similar product, prescription or piece of equipment, you need to know how to deal with medical sales competition in order to meet your sales goals. After all, your livelihood depends on it.
How can you deal with this competition? Easy. You just need to be better than the products you sell. What does this mean? Read on to find out!
More Than Product Knowledge
Reciting the facts and figures that are given to you by your supervisor is easy. After all, you need to have plenty of knowledge surrounding the products you sell so you can answer questions and provide all of the information needed in order to inform your customers about them. However, you need to go a few steps further in order to beat the competition.
Remember the competition has access to the same information about their products that you do. They can provide those details just the same and let their customers (who might also be your customers) know about them. So, what makes them stand out? They might have a better relationship with their customers than you do and that’s the key.
When you’re dealing with the competition, you need to go beyond product knowledge and take that additional step. After all, anyone can recite general information about products. In order to beat your competition, you need to spend some time with your customers and build relationships.
Spending time with your customers is the best way to build a relationship with them. Doing this will help them see you as more than just a salesperson who represents some of the products they need. It instills a sense of loyalty, so they’ll turn to you first when they need something or are dealing with an emergency supply need.
How can you build a relationship with your customers? Remember this isn’t done overnight and takes some time to do. It can’t feel forced or rushed. You can build these important relationships by:
- Contacting Customers Regularly – When you first meet with a new customer, make sure to ask them how they prefer to be contacted. For example, some may like email more than phone calls. Note their preferred method and use it when contacting them. Whether you update them on new products, check in to see if they need anything or both, regular communication will set you apart from the competition.
- Scheduling Meetings – Not only do you need to contact your customers regularly, but you should also be meeting with them in person. Don’t be afraid to schedule meetings on a regular basis, as this is a good way to build a relationship with them.
- Answering Questions – A good salesperson answers questions, even those that might seem a little combative, like “what makes your product different?” By responding honestly, your customers will begin to trust you.
- Responding Quickly to Their Inquiries – Not only do you need to answer any questions that your customers may have, but you should also respond to them as quickly as possible. Putting off a simple response for days can make it seem as though the customer isn’t a priority, thus harming your relationship.
- Noticing Their Pain Points – What are pain points? These are areas where your customers need the most help. Researching them, finding out this information and then using it to help them (with the use of your products, of course) is helpful to your relationship because it shows that you care.
Of course, there are other ways to build a relationship with your customers, but these are the most effective.
Don’t Forget About Service
What kind of service do you provide to your customers? Do you answer the phone when they call or at least call them back quickly if they leave a message? If they need to place an order, do you submit it to your company within a reasonable amount of time? You need to provide excellent customer service if you want to stand out from the competition.
Final Thoughts on Medical Sales Competition
Products don’t build relationships, people do. As you can see, there’s a process to being better than the products you sell. In order to beat your competition at its own game, you need to be more than a walking encyclopedia of product facts.
Yes, you’ll need to know that information, but you also need to build a relationship with your customers and provide excellent customer service. These key components of your sales repertoire will make you and your company stand out.