We know that competition is fierce for medical and healthcare sales professionals. Whether selling medical devices, pharmaceuticals or lab products to physicians, hospitals or research centers, we have to convincingly communicate that our product and service is better quality, better price, and an overall better opportunity.
One way to soften the sharper edges of the competitive landscape is by getting to the buyer first. When you are the first one to connect and communicate who you are and why you matter, you beat the fatigue-factor after the prospect has been relentlessly inundated by others.
Here are the top Do’s & Don’ts to accelerate the prospecting phase of the sale: