Always keep a record of past interactions. Healthcare accounts usually follow a purchase patterns. We should be well aware of the past purchase, when did they buy, what did they buy and why did they buy. Most of the time the hospital staff remains the same for a longer period of time. There are multiple end users and decision makers in the clinic/ hospital . One should be in good relationships with them as they will give you insights into the next purchases. For more information on Healthcare sales, DM me

Something that helped me tremendously in my medical device career was understanding the buying motives of my customers and understanding how they aligned with my value proposition. Note: my particular value proposition didn’t always have anything to do with my product. What’s the value you bring to the table as a rep? As a company? Healthcare systems and facilities like to reduce companies and their competitors to the lowest common denominator and focus on price alone. How can you change the conversation to position yourself as a resource and a value provider?

always start with a descriptive analysis of the account; focusing on the clients service goals, volume of work, target market, payments history, and vision for growth, and these parameters would allow me to build an strategy to approach this account whether it is a new lead, or securing the account, usually, healthcare providers are customers centric,after the analysis, I approach the client prepared with a unique sales proposition that is beneficial for me and the client, adjusting my presentation or pitch to match the client business aspirations, with consideration the KOL’s mindset and what the care about the most, if it’s the financial aspect, I would highlight that more,etc…

Always know your market, what’s selling, what isn’t , learn all the price points by asking questions , find out who the decision makers are. Sometimes reps waste time talking to the wrong people.

First need to understand the past purchasing behaviour of the major customers What is been purchased repeatedly What is rejected and why - feedback and how to adapt for the change

Utilizar fundamentos como o PDCA para interegir com uma ferramenta de CRM bem estruturada é certeza de manutenção de um ótimo relacionamento com o cliente. Ter o relato de cada visita bem detalhado, ajuda no planejamento da próxima visita e constrói uma relação de sinergia entre as partes.

No meu livro eu destaco algumas técnicas de venda que são: -Estratégia do Oceano Azul -Estratégia dos pontos fortes -jiu-jitsu negocial -A arte da guerra ... juntas são técnicas que te preparam para qualquer tipo de negociação.

It's very important to do your homework on the customer's business. By doing research in advance to understand their microvertical, as well as identifying the key decision makers involved in the buying process, it will make communication in the sales presentation much more impactful because that understanding can be leveraged to connect the benefits of your offering to their business needs on a deeper level.

I can use my past history to adjust the sales strategies. Taking a cue from what I've learnt over the past years. My failures, my close to breakthrough syndrome and success