Sie bewegen sich in der wettbewerbsintensiven Welt des medizinischen Vertriebs. Wie können Sie anpassungsfähig bleiben und dem Spiel einen Schritt voraus sein?

One example of strong emotional intelligence in customer relationship management is the ability to turn relationship-building into an art. By actively understanding and addressing unmet needs, you can align these with the unique value of your product or service. This approach not only strengthens the connection with your customer but also boosts the probability of maintaining a lasting relationship.

Most important is to provide a real value for the HCPs. There is the old saying that you can sell everything, but some things only ones...If to offer a real value all other aspects are only nice to have.

Follow the coming 5 steps and you will be the market leader for decades:- 1. You have to know the markets trends and customize your services or products to comply and aligned with your customers’ new trends; and usually it is related to after sales part of customers journey, So try to ask your top customers every quarter or every mid year about what you need to optimize your service or products from their perspectives. 2. Try to hunt the most efficient team members of your competitors’ sales teams. 3. Try to put a highly competitive sales incentives schemes to your sales teams. 4. Try to expands your products and services vertically not horizontally. 5. Keep your Market researches budget at least 10% from your total marketing budgets.

Embrace technology to have a competitive edge. Currently, social media has become a powerful tool to do marketing. Facebook and TikTok are a few platforms helping individuals market products.

Para se destacar nas vendas de produtos hospitalares, é fundamental desenvolver um entendimento profundo do mercado, indo além do simples conhecimento dos produtos oferecidos. Isso significa estar atualizado sobre novas regulamentações, tendências de saúde e inovações tecnológicas. Esse conhecimento permite que o profissional de vendas antecipe as necessidades dos clientes, oferecendo soluções que agreguem valor real e contribuam para melhorar a prática clínica. A preparação inclui a participação em eventos do setor, networking com profissionais de saúde e a leitura de publicações especializadas. Essa abordagem transforma o vendedor em um parceiro estratégico, capaz de construir relações de longa duração.

It is so important to know more than your product. It is important to know the history of the treatments for the disease state and the potential future treatments that may emerge. It gives a wider perspective and more respect by the customer that you know more than just your training in your product.

Apart from building relationships with customers, it is also important to build relations across industry (competitors, order players in the product segment, players in the therapy area who may not be competitors) to have a broader knowledge of market and also get insights on customers.

Em vendas médicas, construir relacionamentos sólidos e de confiança é essencial. O objetivo é posicionar-se como um parceiro confiável que entende os desafios dos profissionais de saúde e oferece soluções relevantes. Em vez de focar apenas em fechar vendas, dedique-se a compreender as necessidades dos clientes, oferecendo insights e suporte contínuo. Esse comprometimento gera uma reputação de confiança, incentivando tanto negócios recorrentes quanto recomendações, que são fundamentais para o crescimento sustentável neste setor.

Sometimes adding value can lead to a referral to a doctor not see representative specialist. When you add value and understand customer needs then it can lead to doors opening. Relationships are key which is why it is advantageous to have low turnover and have consistency it helps with relationships.

Medical sales is anything but stagnant, especially medical aesthetic sales. Staying abreast of trends, products, and sentiment allows for quick adaption and resilience. I've found spending time with the trend-setters and ideators in the space allows me to stay on top of trends and to proactively meet the evolving market needs.

It is implement to remain current, to tailor your call and to adapt who both competitor strategies and your strategy depending on what is being discussed in journals etc. you cannot keep everything the same… you have to remain relevant and on top of more than just your product

Technology gives you more data to Analyse and make informed decisions and builds your business acumen. There are a number of factors that need to be considered with regards to customer preferences and data and technology can help to fill in some of the gaps.

I don’t think you are ever at a stage where you can say you have learnt it all. With time comes experience and this helps with regard to knowledge and objection handling but continuing to learn to understand sales processes, disease states, pbs means you can add more context to your discussions and build more credibility as you have more knowledge to share.

Os objetivos da venda médica são a longo prazo, manter a resiliência é a unica forma de colher os frutos de um trabalho longevo .