Posted by:Richard Smith February 28th, 2014

If you’re a player in the hugely competitive medical devices market, you know how tough it is to sell your devices. Clinical laboratories and hospitals need much more convincing to invest in new medical devices. The same old, tried and tested sales methods are not helping you anymore. So what gives?

Wouldn’t it be wonderful if you were able to do the following?

  • Elaborate product’s core value-add (over and above the competition’s offering)
  • Demonstrate medical scenario simulation
  • Communicate sales value proposition to buyers (clinical and financial staff, technicians, executives)
  • Ensure real time coordination and synchronization between sales teams
  • Find non-conventional solutions for potential buyer situations in an uber-challenging market
Now you can.

Embrace Medical Device Simulation Technology

Sales Teams

Introduce 3D medical Computational Modeling and Simulation (M&S) tools to your sales teams. These simulators help your sales staff to:

  • Understand the medical devices market mentality
  • Develop scenario-based, effective sales strategies
  • Obtain and analyze multiple perspectives of a sales opportunity
  • Understand how a specific medical device will impact the clinic’s business
  • Train new hires
  • Collaborate and coordinate with other sales force teams
  • Identify business opportunities outside of one’s own expertise
  • Sell as a team and know when to bring in other teams into their accounts

Buyers

3D modeling and simulation tools help clinical laboratory and hospital management to:

  • Obtain real-time product touch-and-feel
  • Execute and watch multiple possible medical scenarios in virtual reality
  • Evaluate predictive accuracy and speed of results
  • Experience real-time, almost physical interaction with the product
  • Move parts, measure results and check out features, options and functions
  • Mentally process device benefits against multiple needs

When a buyer has control over their own product experience, a sense of pre-purchase ownership sets in. This factor plays a huge role in making the final sale.

Sales teams can become intimately involved with the device’s operation, and are able to discuss technical points with ease. This helps them to communicate core product value with greater conviction.

And that is a win-win situation.

Have you used mobile demos for selling? I would love to hear your success stories. Share them !

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