Medical device sales are one of the most competitive industries in today’s business world. More companies are entering this sector because medical equipment is in higher demand than ever. Although many of these companies use the most advanced digital technology for branding and marketing their medical devices, many more tools and skills are needed to sell successfully in this highly competitive market.
How to Sell Medical Equipment
Understanding a facility’s purchasing process is one of the most critical elements of selling medical instruments and supplies to a hospital. While some hospitals may use a purchasing agent to buy supplies, others may award a yearly contract to one or more bidders. Ensure you know which parties are responsible for making major purchasing decisions before investing valuable time in a potential client.
Once you have identified the primary decision-makers, it’s time to start building a relationship and revealing your product’s benefits. However, successfully selling medical supplies takes more than basic sales and marketing skills.
3 Essential Tips for Selling Medical Equipment and Supplies to Hospitals
Here are three tips that may help boost your success in selling medical equipment:
- Showcase your product knowledge: Besides understanding the ins and outs of the product you’re selling, salespeople benefit from staying up to date with what’s happening in the MedTech industry. Buyers want to know about the latest trends and products, primarily if a solution exists to improve their application.
- Understand your client’s challenges: Identifying a hospital’s unique challenges and showing you understand their concerns goes a long way in creating trust. If you can effectively demonstrate how your product can benefit patients, improve efficiencies or save money, you’ve made a significant first step.
- Demonstrate your product effectively: Gone are the days of marketing products with a printed brochure or a five-minute sales pitch over the telephone. Today’s salespeople must show off their products live, exhibiting how accurately and efficiently they perform in the field. Besides showing a physical sample, creating videos, three-dimensional models and interactive platforms can go a long way in setting your product apart.
Discover More With Jewel Precision
Durable, sturdy and efficient sterilization cases are crucial for many applications in the medical field, from clinics to hospitals to primary care practices. Medical instrument suppliers that offer these cases when selling their featured products gain an advantage over other vendors with a limited product lineup.
Jewel Precision is an industry leader in designing and manufacturing high-quality modular sterilization trays. Our customization capabilities, technical expertise and superior customer service enable us to stand out from companies offering similar products. To learn more about how our custom, modular and rigid reusable sterilization cases can benefit your organization, contact us online or call 973-857-5545 today.