Hey everyone, today I want to talk about something crucial: selling in medical device sales. Many new reps have reached out, struggling with how to sell effectively, so I’m here to share some insights.

Build Relationships First

A common mistake is jumping straight into the pitch. Take a moment to connect first. Research your client’s background—where they went to school, where they’re from—and bring it up casually to lower their guard. Small talk helps establish trust before diving into your product.

Understand the Doctor’s Needs

Selling is more about listening than talking. Ask questions like, “What are you currently using?” and “How long have you been using it?” This helps uncover whether they’re open to trying something new and reveals any challenges they might be facing.

Be an Expert

Being an expert means knowing everything about your product and your competitors. Doctors often hear things from other reps, so be ready to explain why your product is better. Even if it’s a competitor’s product being used, show you care by helping out when necessary—that builds trust.

Be Proactive

Preparation is key. Know the hospital’s processes, names of key staff, and whether your product is on contract. Always come to doctors with solutions, not problems, to make their job easier.

Focus on the Patient

If you focus on patient outcomes and ask the right questions, you’ll stand out. Show genuine care, be prepared, and focus on solving their problems, not just making a sale.

Key Takeaways:

• Build rapport before pitching to lower defenses.
• Ask questions to understand their needs.
• Know your product and competitors inside and out.
• Be prepared and offer solutions, not more work.
• Focus on patient care to build trust and credibility.

Final Thoughts

The most successful reps aren’t just good at selling; they’re great at building trust, preparing thoroughly, and focusing on patient outcomes. When you take the time to truly understand a doctor’s needs, know your product, and approach each situation with a solution-focused mindset, you’ll not only close more deals but also build long-term relationships.

Want More Details?

For more stories and tips on breaking into medical device sales, listen to our talk on Spotify, Apple Podcasts or watch on YouTube.

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All the best,

Jacob McLaughlin

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