I. Clarify the sales object and the sales environment It different products in different countries, their working methods may be completely different! On the first day of the salesperson, you must first understand that his product is medical equipment, which is absolutely different from socks, ties, and cosmetics. Your product has its specific sales objects and sales environment. All activities in the future are based on this.
INIRT VIDEO in your Baidu Space? So we must understand the country's policies and my country's current actual situation. National policy will inevitably affect the medical equipment market. The assessment of level hospitals, combination of traditional Chinese and western medicine, inspection price reduction, license restrictions on equipment configuration, major illness overall planning, medical insurance, commercial ideas' impact on the association or association experts, the flood of paid news, etc. directly affect equipment sales. The task of medical instrument production and sellers is not to comment on this comment.
insert video in your Baidu Space? Fundamental speaking, the hospital establishes the basis for medical treatment. However, the department's income, scientific research projects, papers, and even special individuals can become the cause of procurement and establishment. Once the project is established, the purchaser must take the procurement equipment as a task. To do things for the public, the successful completion of the task is the first place.
insert video in your Baidu Space? E each member of the group has a different position and has the perspective and purpose of their respective thinking. Various complicated contradictions between members. At the same time, each member must be under different ideological pressure. When internal coordination is difficult, the expert group is required. The members of the expert group also have their own perspectives. No matter how you choose, there are certain rules to follow. Insufficient salesperson can consciously watch more TV news, and television programs often show you these rules.
insert video in your Baidu Space? The view of less funds to buy practical equipment is also correct. The point of buying a company A's product is correct. The point of view of the company B's products is also correct. The task of the salesperson is to turn the point of view suitable for their own products.
INIRT VIDEO in your Baidu Space? is not easy to cultivate a project. It is not surprising a year or two. Winning one project may increase the opportunity of another project. vice versa.
insert video in your Baidu Space? This entanglement and chattering introduction will only cause customers to be bored. sm not to be scared by the above six, because this is the essence of your work, and your competitors are also facing the same test papers. Maybe he didn't know this test paper. Regardless of the first test, this test papers will be this in the future. Understand this step by step, you will get better and better. With the increase of work experience, you will continue to understand these six articles. The deepest salesman must be the most successful salesman.
. Enter the gate of the hospital
INSERT VIDEO in your Baidu Space?
The door is not an easy task. First of all, what clothes should be paid attention to. Spring and autumn is okay. In cold winter, the problem of hot summer dress must be considered. A good temperament of the temperament in the spring and autumn seasons that are more particular about the decent and easy to integrate with the hospital's environment. It is more convenient to wear a T -shirt, accessories or casual pants in summer. The best choice for men is a dark suit, and the decent suit can play a supporting role in identity. In the hot summer, if you are not riding a car with an air conditioner and you don't know if there is an air conditioner in the room's room, it is best to change a short -sleeved shirt. If you take a bus or riding a bicycle to go to the hospital, find a cool place to rest, wipe the sweat, calm down, turn off your mobile phone and call machine and find your guests. The file package should be sorted out in advance, and it should be easy to take out business cards and materials. Do not toss your bag in front of the guests.
INIRT VIDEO in your Baidu Space?
For a sparse hospital, you should learn from the hospital as much as possible before visiting, so as to decide to visit the hospital in the hospital. Which departments and people, what are the people who are interviewed, are good at, hobbies, have published academic articles, and what are the appointments in social groups. When you visit the more familiar hospitals, you can learn about the hospital you are going to visit today. Maybe a little information you can get will bring you a good turnaround. It is a good way to learn another hospital from one hospital. If you work in a large company, you can call the visit time in advance. The general equipment leader does not refuse to visit the big company. Remember that when you visit the first visit, the traffic jams are not as late as you are late. Sales staff of small companies can also adopt a dating method. When dating, it is explained to which products they operate, and do not talk about foreign work names or models. For example, ACP1382S, who wants to listen to these unknown codes. There is no need to be discouraged by the rejection. There is no obligation to receive you. As long as you are convinced that this hospital needs your product, you can find a chance to break through. Don't go straight to the person you are looking for when you go to the gate of the hospital. Suppose you sell cerebrovascular disease therapy instruments, you can go to the consultation desk and ask "My relatives have cerebrovascular diseases, which department? What instruments can we treat this disease ..." Maybe you can get usefulness to be useful Information. You can first take a look at the expert introduction of the experts, take a look at the equipment of the relevant departments that you sell, and indirectly understand the situation where the guests you want to visit are indirectly understood. Even if you are just asked about your attitude towards you, you can explain certain problems. The best way is to visit the device department, and the successful sales staff do this. The person in charge of the device does not necessarily have a strong knowledge of medical engineering, but he must understand the hospital's needs for equipment and the situation of various clinical departments and deans to lay the foundation for the visiting department. It doesn't matter if the person in charge of the device does not receive you, this shows that there is no such plan at present, leaving a business card to leave. You can go to the use department to train the project. Do not talk about the device department when you visit the department. In this way, you will avoid a lot of unnecessary trouble. If the project training has made progress, go to the device department. In some cases, the Department of Devices does not want you to go directly to use the department and have some disgusted with your approach. You should understand that the use of the department wants the equipment. The higher the crystal, the greater the pressure of the device department. Where does the money come from? You know, no one wants to find trouble by himself. You can say "I came to you as soon as I entered the hospital and left you a business card. You are too busy with your work. How can you remember how little this is?"
Insert Video in your Baidu Space?
Dialogue 1: "I am a certain company, introduce you to our product" "we don't need this product" "It doesn't matter, I will leave you a piece of our information for your reference. Do you have a business card?" "Sorry I have no business card" "can leave me your name and telephone number for me Is it? " " If I need me, I will call you. " " is disturbed, goodbye " " sorry for you to run " Comments: See you see it The first sentence of the director of the Department of Devices is "I am a certain company and introduce you to our certain products." Most people are busy at work. Who wants to listen to other people's sales? Many sales staff have a "declined sales" sign on their own office. The purpose is to avoid those who sell health products, sell houses, and sell insurance to add chaos. But now you are chaotic to others. Other people's attitude towards you must be similar to your attitude towards those who sell insurance.
Dialogue 2: "I am from a certain company. I learned about your hospital infection management in the Ministry of Health. I want to introduce a dental mobile phone to your hospital New plan for bacterial maintenance, I wonder if you are interested in " ", please sit down and talk, do you think there is any problem with our current method? " " ... " " You talk It's so right. As you are talking about, on this issue, we are the best hospital. Unfortunately, we have done several tests, but the results of each test prove that our own plan is still difficult to be difficult The shortcomings of the " " are like this ... I hope to conduct experimental cooperation with you " ". You are so good that you don't have to worry about all the work within the hospital. Within two days, I will complete the coordination of the department, the infection office, and the leaders of the relevant institute. This is my business card. I will contact you as soon as possible. You can call me at any time Everyone welcomes those who solve their problems for themselves. It is the best way to access customers with a constructive solution. This is not only easy to start conversation, but also builds customers' respect for you.
. Message
Sometimes the object you want to visit is very busy and difficult to find. If you can write a beautiful word of one hand, you can leave a message to explain that you have visited many times and leave relevant information. If the hospital does need your product, most of the visitors will take the initiative and contact. If the hospital does not need your product at all. Then there is no significance of meeting.
. The special case of the back of the water
One of the decision -making contents of a large company is that an important person needs to come on, and the only clue to contact with it is the phone number. This task falls on the deputy general manager. When the phone was called, the deputy president was very anxious. There is a chance to participate in an international conference held in China. After the meeting, the deputy appointment asked foreign experts to discuss. The experts said that the schedule was full. The deputy general clever machine said, "The mane attended the talks." Foreign experts were glad to go to the meeting. The vice president also called the phone to the secretariat, indicating that an expert in a country invited the mane to participate in the discussion. The phone was successfully connected, and both VIPs participated in the discussion. The meeting was fully prepared to achieve a complete success. of course, the risk of doing this is very large, only suitable for the special circumstances of the backwater war. Under normal circumstances, it is not easy to meet the dean. You can ask the director of the department, the director of the instrument, and the staff of the hospital to help. They can always have a way to let you see the dean.
. Strive to learn to improve personal quality
In reference to various ways to contact customers can leave you a good first impression to customers. These methods can be quickly effective in your work. But like doing anything, further in -depth work depends on the inherent quality of the individual. In general, a person is often written on the face, manifested on a slight movement of a look, a word, and a hand -raising. In China's current cultural context, the personal charm of sales staff often plays a vital role in Chinese and small projects. As a salesperson, you must not only master product knowledge, but also show group books in front of guests. A sales manager found that the client had raised many beautiful flowers in the office when he visited the customer for the first time. After returning, he also met some books about flowers. It is conceivable that the atmosphere of the second visit is much more harmonious. In addition, you may wish to participate in the training of some public relations etiquette, which is of great benefit to the work of sales staff.
First of all, understanding your product is the key, and find out your selling point. Secondly, you may wish to send some information on the Internet to find agents. Your company should also participate in some exhibitions. This is a good opportunity. I send more information. In fact, the most important and most effective way is to visit the hospital directly. Well, there is also the clinical and vice president of in charge. These are the basic skills of doing medical devices, and it will be effective to be persistent. There are too many contents, simply tell you these. Essence Essence Essence
I. Clarify the sales object and the sales environment
It different products in different countries, their working methods may be completely different! On the first day of the salesperson, you must first understand that his product is medical equipment, which is absolutely different from socks, ties, and cosmetics. Your product has its specific sales objects and sales environment. All activities in the future are based on this.
INIRT VIDEO in your Baidu Space?
So we must understand the country's policies and my country's current actual situation. National policy will inevitably affect the medical equipment market. The assessment of level hospitals, combination of traditional Chinese and western medicine, inspection price reduction, license restrictions on equipment configuration, major illness overall planning, medical insurance, commercial ideas' impact on the association or association experts, the flood of paid news, etc. directly affect equipment sales. The task of medical instrument production and sellers is not to comment on this comment.
insert video in your Baidu Space?
Fundamental speaking, the hospital establishes the basis for medical treatment. However, the department's income, scientific research projects, papers, and even special individuals can become the cause of procurement and establishment. Once the project is established, the purchaser must take the procurement equipment as a task. To do things for the public, the successful completion of the task is the first place.
insert video in your Baidu Space?
E each member of the group has a different position and has the perspective and purpose of their respective thinking. Various complicated contradictions between members. At the same time, each member must be under different ideological pressure. When internal coordination is difficult, the expert group is required. The members of the expert group also have their own perspectives. No matter how you choose, there are certain rules to follow. Insufficient salesperson can consciously watch more TV news, and television programs often show you these rules.
insert video in your Baidu Space?
The view of less funds to buy practical equipment is also correct. The point of buying a company A's product is correct. The point of view of the company B's products is also correct. The task of the salesperson is to turn the point of view suitable for their own products.
INIRT VIDEO in your Baidu Space?
is not easy to cultivate a project. It is not surprising a year or two. Winning one project may increase the opportunity of another project. vice versa.
insert video in your Baidu Space?
This entanglement and chattering introduction will only cause customers to be bored.
sm not to be scared by the above six, because this is the essence of your work, and your competitors are also facing the same test papers. Maybe he didn't know this test paper. Regardless of the first test, this test papers will be this in the future. Understand this step by step, you will get better and better. With the increase of work experience, you will continue to understand these six articles. The deepest salesman must be the most successful salesman.
. Enter the gate of the hospital
INSERT VIDEO in your Baidu Space?
The door is not an easy task. First of all, what clothes should be paid attention to. Spring and autumn is okay. In cold winter, the problem of hot summer dress must be considered. A good temperament of the temperament in the spring and autumn seasons that are more particular about the decent and easy to integrate with the hospital's environment. It is more convenient to wear a T -shirt, accessories or casual pants in summer. The best choice for men is a dark suit, and the decent suit can play a supporting role in identity. In the hot summer, if you are not riding a car with an air conditioner and you don't know if there is an air conditioner in the room's room, it is best to change a short -sleeved shirt. If you take a bus or riding a bicycle to go to the hospital, find a cool place to rest, wipe the sweat, calm down, turn off your mobile phone and call machine and find your guests. The file package should be sorted out in advance, and it should be easy to take out business cards and materials. Do not toss your bag in front of the guests.
INIRT VIDEO in your Baidu Space?
For a sparse hospital, you should learn from the hospital as much as possible before visiting, so as to decide to visit the hospital in the hospital. Which departments and people, what are the people who are interviewed, are good at, hobbies, have published academic articles, and what are the appointments in social groups. When you visit the more familiar hospitals, you can learn about the hospital you are going to visit today. Maybe a little information you can get will bring you a good turnaround. It is a good way to learn another hospital from one hospital. If you work in a large company, you can call the visit time in advance. The general equipment leader does not refuse to visit the big company. Remember that when you visit the first visit, the traffic jams are not as late as you are late. Sales staff of small companies can also adopt a dating method. When dating, it is explained to which products they operate, and do not talk about foreign work names or models. For example, ACP1382S, who wants to listen to these unknown codes. There is no need to be discouraged by the rejection. There is no obligation to receive you. As long as you are convinced that this hospital needs your product, you can find a chance to break through. Don't go straight to the person you are looking for when you go to the gate of the hospital. Suppose you sell cerebrovascular disease therapy instruments, you can go to the consultation desk and ask "My relatives have cerebrovascular diseases, which department? What instruments can we treat this disease ..." Maybe you can get usefulness to be useful Information. You can first take a look at the expert introduction of the experts, take a look at the equipment of the relevant departments that you sell, and indirectly understand the situation where the guests you want to visit are indirectly understood. Even if you are just asked about your attitude towards you, you can explain certain problems. The best way is to visit the device department, and the successful sales staff do this. The person in charge of the device does not necessarily have a strong knowledge of medical engineering, but he must understand the hospital's needs for equipment and the situation of various clinical departments and deans to lay the foundation for the visiting department. It doesn't matter if the person in charge of the device does not receive you, this shows that there is no such plan at present, leaving a business card to leave. You can go to the use department to train the project. Do not talk about the device department when you visit the department. In this way, you will avoid a lot of unnecessary trouble. If the project training has made progress, go to the device department. In some cases, the Department of Devices does not want you to go directly to use the department and have some disgusted with your approach. You should understand that the use of the department wants the equipment. The higher the crystal, the greater the pressure of the device department. Where does the money come from? You know, no one wants to find trouble by himself. You can say "I came to you as soon as I entered the hospital and left you a business card. You are too busy with your work. How can you remember how little this is?"
Insert Video in your Baidu Space?
Dialogue 1:
"I am a certain company, introduce you to our product"
"we don't need this product"
"It doesn't matter, I will leave you a piece of our information for your reference. Do you have a business card?"
"Sorry I have no business card"
"can leave me your name and telephone number for me Is it? "
" If I need me, I will call you. "
" is disturbed, goodbye "
" sorry for you to run "
Comments: See you see it The first sentence of the director of the Department of Devices is "I am a certain company and introduce you to our certain products." Most people are busy at work. Who wants to listen to other people's sales? Many sales staff have a "declined sales" sign on their own office. The purpose is to avoid those who sell health products, sell houses, and sell insurance to add chaos. But now you are chaotic to others. Other people's attitude towards you must be similar to your attitude towards those who sell insurance.
Dialogue 2:
"I am from a certain company. I learned about your hospital infection management in the Ministry of Health. I want to introduce a dental mobile phone to your hospital New plan for bacterial maintenance, I wonder if you are interested in "
", please sit down and talk, do you think there is any problem with our current method? "
" ... "
" You talk It's so right. As you are talking about, on this issue, we are the best hospital. Unfortunately, we have done several tests, but the results of each test prove that our own plan is still difficult to be difficult The shortcomings of the "
" are like this ... I hope to conduct experimental cooperation with you "
". You are so good that you don't have to worry about all the work within the hospital. Within two days, I will complete the coordination of the department, the infection office, and the leaders of the relevant institute. This is my business card. I will contact you as soon as possible. You can call me at any time Everyone welcomes those who solve their problems for themselves. It is the best way to access customers with a constructive solution. This is not only easy to start conversation, but also builds customers' respect for you.
. Message
Sometimes the object you want to visit is very busy and difficult to find. If you can write a beautiful word of one hand, you can leave a message to explain that you have visited many times and leave relevant information. If the hospital does need your product, most of the visitors will take the initiative and contact. If the hospital does not need your product at all. Then there is no significance of meeting.
. The special case of the back of the water
One of the decision -making contents of a large company is that an important person needs to come on, and the only clue to contact with it is the phone number. This task falls on the deputy general manager. When the phone was called, the deputy president was very anxious. There is a chance to participate in an international conference held in China. After the meeting, the deputy appointment asked foreign experts to discuss. The experts said that the schedule was full. The deputy general clever machine said, "The mane attended the talks." Foreign experts were glad to go to the meeting. The vice president also called the phone to the secretariat, indicating that an expert in a country invited the mane to participate in the discussion. The phone was successfully connected, and both VIPs participated in the discussion. The meeting was fully prepared to achieve a complete success.
of course, the risk of doing this is very large, only suitable for the special circumstances of the backwater war. Under normal circumstances, it is not easy to meet the dean. You can ask the director of the department, the director of the instrument, and the staff of the hospital to help. They can always have a way to let you see the dean.
. Strive to learn to improve personal quality
In reference to various ways to contact customers can leave you a good first impression to customers. These methods can be quickly effective in your work. But like doing anything, further in -depth work depends on the inherent quality of the individual. In general, a person is often written on the face, manifested on a slight movement of a look, a word, and a hand -raising. In China's current cultural context, the personal charm of sales staff often plays a vital role in Chinese and small projects. As a salesperson, you must not only master product knowledge, but also show group books in front of guests. A sales manager found that the client had raised many beautiful flowers in the office when he visited the customer for the first time. After returning, he also met some books about flowers. It is conceivable that the atmosphere of the second visit is much more harmonious. In addition, you may wish to participate in the training of some public relations etiquette, which is of great benefit to the work of sales staff.
First of all, understanding your product is the key, and find out your selling point. Secondly, you may wish to send some information on the Internet to find agents. Your company should also participate in some exhibitions. This is a good opportunity. I send more information. In fact, the most important and most effective way is to visit the hospital directly. Well, there is also the clinical and vice president of in charge. These are the basic skills of doing medical devices, and it will be effective to be persistent. There are too many contents, simply tell you these. Essence Essence Essence
Promoting DE medical equipment
See what customer group is aimed at the hospital's hospital method. Personally personal methods are very popular.