Here's what the IQVIA team has found to be key approaches to improving sales
in the medical device market:
1. Understand your customers
In the world of medtech sales, understanding your customers is the
cornerstone of success. When you truly appreciate their needs, challenges
and target customers, you position yourself as a valuable partner. So make
sure to take the time to understand their pain points and goals and use this
knowledge to provide customized solutions.
By listening, empathizing and gaining insights into their business, you can
communicate in a way that resonates with their specific needs. Establishing
yourself as a trusted advisor will help to build and nurture relationships
that drive better results.
2. Adopt the Storytelling Method
Interestingly,
only 5% of people remember statistics
after a presentation, whereas 63% retain a story. By adopting a storytelling
approach to sales, you can make a more memorable impact on your customers.
For instance, instead of saying, “this device improves efficiency by 20%,”
you can elaborate to say, “this device improves efficiency by 20%, which
means you will improve medical outcomes, reduce overheads and operational
costs, and enhance your medical field and practice.” The second statement is
more likely to get your customer thinking.
3. Empower yourself with resources
Technology is changing healthcare in several ways, including pharmaceutical sales roles. Mobile devices, including smartphones and tablets, are
increasingly being used to pitch drugs, devices, and therapies to doctors,
physicians, and general consumers. Video demonstrations are especially
popular and are being used to demonstrate products visually.
Develop your medical sales career
by incorporating videos into your medtech sales strategy (from approved
brand messaging/library). Ideally, these videos will help generate awareness
and highlight the benefits of your products. Videos can also help medical
sales representatives explain complicated topics, ensuring a better
understanding of products that may appear complex.
4. Stay up to date with industry trends
In the fast-paced world of medtech, staying up to date with industry trends
is paramount to elevating your sales strategy. The healthcare landscape is
constantly evolving, with new technologies, regulations, and market dynamics
shaping the industry. Staying informed about these trends helps you to pivot
your sales approach.
Spotting new opportunities and anticipating customer needs is as much about
providing value to your customer as they are investing in your professional
development. Whether it's attending conferences, subscribing to industry
publications, or engaging in professional networks, make it a priority to
stay connected and informed. Knowledge empowers medtech sales professionals
to make informed decisions that create lasting impact.
Elevate your medical device sales career with IQVIA
IQVIA is committed to making a difference in the life sciences industry, and
we continue to seek like-minded professionals to add to our team. Suppose
you would like to expand your career as a medical sales rep. In that case,
we encourage you to apply for our
medical device sales jobs
or
sign up for job alerts
to hear about other exciting opportunities our company offers.
As a leading global provider of advanced analytics, technology solutions,
and clinical research services, our network has strengthened to offer our
clients and employees the best solutions for strengthening the healthcare
industry while cultivating personal growth. We look forward to having you on
board.
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