My father, an engineer working with sales in the petrochemical industry for 40+ yrs, always said "a good sales person has two ears and only one mouth" - REALLY understanding you customer is key, ask clarifying questions so you know precisely what your product or your delivery/services should do to solve this better than others. AND keep it simple - IF, you have one positive use case to use, great! If not, get it!

Effectively addressing disputes over product features in medical sales requires clear communication and evidence-based strategies. Simplifying complex features into user-friendly benefits, presenting real-world case studies, and utilizing visual aids like charts and videos can enhance understanding and engagement. In our sales team, we prioritize these approaches to ensure our clients fully grasp the value and impact of our products.

When dealing with disputes over product features in medical sales, showcasing intricate benefits requires clarity, data-driven insights, and effective communication. Showcasing Intricate Benefits 1. Clinical evidence: Share relevant studies, trials, and data demonstrating product efficacy. 2. Comparative analysis: Highlight differences between your product and competitors'. 3. Real-world examples: Share case studies, testimonials, or success stories. 4. Technical specifications: Provide detailed product specifications. 5. Visual aids: Utilize diagrams, flowcharts/infographics to illustrate complex concepts. 6. Expert opinions: Offer insights from KOLs or experts. 7. Cost-benefit analysis: Illustrate the product's value proposition.

To address a sales team dispute over product features and effectively showcase intricate benefits, start by identifying customer pain points using SPIN Selling (Situation, Problem, Implication, Need-Payoff) to relate features to client needs. Apply the FAB Model (Features, Advantages, Benefits) to translate technical aspects into real-world outcomes. Use the Challenger Sale approach by blending storytelling with data to build credibility. Encourage team collaboration on value-based selling to align perspectives. Finally, utilize visuals and demos to make complex ideas accessible, ensuring a cohesive and impactful presentation that resonates with both the team and clients.

No disputes about product features in pharmaceutical industry as the production in this industry is highly regulated with mutiple QCs. Following 3 may be detected 1. Skepticism- May be handled with 3rd party references or patient's experience sharing via free samples in suffcient quantity. 2. Indifference- could be treated with scientific discussions to establish that feature's need for patients. 3-Objection- Being the actual drawback available in the product could be diluted via high claim of comparative features of product. But if the team disagrees, a scientific session blended with marketing strategies is solution as people never disagree with attributes, they usually show concerns about strategies company uses to promote product.

It’s a never ending war between two emotions or states of mind “What I feel, I must explain to a customer” and “What I feel a customer must perceive, comprehend about my product!” And trust me, most of the times, the first emotion wins over the other! I remember, once one of my leaders had pointed us not to end up with Verbal Diarrhoea, meaning telling everything I know about my product, whether relevant or not! The key to it is: 1 Practice your pitch 2 Empathise with customers 3 Tell what they are looking for, and not what you have in offering 4 Try to convince them, not to impress them 5 Make a strong visual representation Happy Selling!

To effectively showcase complex product features: 1. Simplify the Language: Avoid technical jargon; instead, use clear, relatable language to explain how each feature benefits the user. 2. Focus on Key Benefits: Rather than listing every detail, highlight the unique benefits of each feature and how they solve customer problems. 3. Offer Guided Demos: Provide virtual or live demos where customers can interact with the product or see it in action, which helps clarify its value. 4. Leverage Testimonials and Case Studies: Real-world use cases help illustrate complex features by showing practical applications and positive outcomes. These strategies make complex features more understandable and engaging for the audience.

Effectively showcasing intricate product features to a sales team in dispute requires a strategic approach that combines clear communication, visual aids, hands-on demonstrations, and engaging discussions. By understanding the nature of the dispute, educating on product features, creating visual aids, providing hands-on demonstrations, sharing case studies, encouraging collaboration, conducting role-playing exercises, and offering ongoing support, you can help your sales team better understand and appreciate the detailed benefits of the product. This approach can lead to improved product knowledge, confidence, and ultimately, sales success.

Key Considerations: 1. What Do Customers Really Want? Frame Your Argument Around This. Identifying customer needs is the first and fundamental thing. 2. Rely on actual facts or actual instances. 3. Quantitative evidence, like sales figures or customer satisfaction stats, can show proof. 4. Show how these features are different from competitors’ product features. 5. Use testimonials or market feedback that appreciate these features. 6. Encourage people to speak their minds and share their opinions, and be sure to listen. 7. If it’s possible, suggest a test where both views can be tried out in the marketplace. As a result, the team & customers will be provided with tangible evidence, and oftentimes, the result will speak for themselves.