Acclaimed marketing and sales consultancy AcceliMed has released its new book, which contains techniques for selling medical devices.
-- The newly published book - 'The Medical Sales Accelerator: A Painfully Honest Guide to Selling Medical Devices in the Real World' - explores proven methods to increase sales opportunities and conversions. While the blueprint uses medical equipment sales as an example, the techniques can be applied by any B2B business.
More details can be found at https://accelimed.com/book
The book - which was written by expert marketer Zane Myers - highlights that the field of medical device sales has become increasingly complex due to new technologies. Myers explains that a perceived need for skills such as SPIN and solution selling alongside virtual selling certifications, sales enablement apps, and intensive product training has distracted sales professionals from the most crucial commodity in medical sales - trust.
“I'm fed up with watching small, innovative companies get muscled out by industry giants, not because their products are inferior, but because they can't get their foot in the door,” Zane says. “This isn't another complex system to master or another tool to learn. This is Clinical Trust Transfer™ - a return to what actually works: taking the trust you've built with current customers and transferring it directly to new prospects.”
As such, Part One of the book explores why cold calling and hiring more sales reps is not the answer to generating more medical device sales. Zane suggests these outdated methods are doomed to failure in a post-COVID world.
Part Two gives readers the Clinical Trust Transfer™ blueprint - a step-by-step process that has already helped new reps close deals within their first 30 days of work and assisted veteran salespeople in doubling their closing rates.
Illustrating how the trust transfer system works in practice, Zane writes, “When Dr. Sarah Smith, Chief of Orthopedic Surgery, says she's 'too busy to meet,' what she's really saying is 'I've sat through too many waste of time sales pitches already. But send her a two-minute video of Dr. Jones - her respected colleague at a large Los Angeles City Hospital - explaining how your device transformed his practice... Now she knows you're not wasting her time, and suddenly her calendar clears.”
Other facets of the blueprint include a 'smartphone success story formula', magic questions that encourage doctors to sell on behalf of reps, email templates, and a 14-day fast start implementation guide.
For more information, go to https://accelimed.com/book
Contact Info:
Name: Zane Myers
Email: Send Email
Organization: AcceliMed
Address: 15600 NE 8th St. Suite B457, Bellevue, WA 98008, United States
Website: https://www.accelimed.com
Source: PressCable
Release ID: 89149373
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