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"what would happen if"- is a magical phrase to crack a deal. Watch the video for more insight.
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Listen it full... Jai Hind
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how do you handle your haters?
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Do what you want to do the way you want to do it
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Do what you want to do if you love it.
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How Much Clear Your Goal Should Be?
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🛑Part 13: How to sell to a doctor
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The 13th reason is *Security*
👉A doctor has a fundamental need for security. Most doctor feel that if they had enough money, they will be completely secure. Although money is hard and cold, the need for security is warm and personal.
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👉According to a study, doctor buy because of the way they anticipate feeling as a result of owning and using your product or service. It is a sense of emotional anticipation that you must trigger if you want to make a sale to a doctor.
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👉It is not the feature or benifit of your product as much as it is the feeling of pleasure or fulfilment that the doctor imagines he will enjoy by buying from you.
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👉So anytime you can show to doctor that his practice can be safer and more secure as a result of owning your product or service, you can create buying desire.
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🛑Part 12: How to sell to a doctor?
👉The 12th reason is *Making Money*
👉Doctor wants to save more money while making a purchase and wants to earn more money after the sale via your product or service.
👉Today money is a basic need.
👉So whenever you can link your product or service to making or saving money for your doctor, you will have his total attention.
⭐And attention creates opportunity where you can add values I shared in the previous parts.
🏅Be the sales lion.
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Part 7: How to sell to a doctor.
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Part 8: How does doctor buy a product?
👉The 8th reason is *Does versus Is* . Most salespeople are pre occupied with what their product is, how it is made, and the specific Features that go into its design and production.
👉But the doctor does not care much what your product is. He only cares about what your product or service will do for him. He cares about what's in it for me?
🔱So your job is to clearly identify what your product does to improve the life or work of the doctor.
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Part 9: How does doctor buy a clinical product.
👉 The 9th reason is Emotional versus Practical reason.
👉 Doctor have their imotions linked with the growth of the practice, but they justify it practically.
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👉 As a sales person, you should ask some intelligent question to determine if the emotional need that your product satisfies is important enough to your doctor for him to buy what you are selling if you can convince him that this need will be satisfied.
⭐Choose your questions carefully. Be the sales lion.
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Part 10: How to sell to a doctor
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🎯How does doctor buy a clinical product
👉The 10th reason is *Gain and Loss phenomenon*
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👉The 2 major reason that influence buying behavior of a doctor is "desire for gain and fear of loss".
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👉Your 1st task is to help your doctor understand how much better his practice would be with your product compared to the way it is now.
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👉Your 2nd task is to make your doctor to understand the tangible loss in terms of time and money if he doesn't buy your product.
🛑Fear of loss has 2.5X more motivation power then desire of gain. So demonstrate both smartly and Be the Sales Lion.
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🛑Part 11: How to sell to a Doctor?
👉The 11th reason is *Believability*
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⭐No matter how convinced you are that your product or service will do what you say it will do, the doctor will still be skeptical. Your job is to raise your credibility to the point at which the customer will have no reluctance in going ahead.
⭐If doctor is absolutely convinced that he will be far better off as a result of purchasing your product and you will stand behind the product or service 100% , nothing will stop him from availing your product or service. So identify the needs carefully and place yourself as growth centric advisor to your doctor.
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🎯 Be a sales lion.
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Part 6: How to sell to a doctor
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Part 2: How to sell to a doctor
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👉The 5th reason is *Circle of influence*
🔱Many Doctors are sensitive to other people in their work or circle. So whenever he consider making a purchase for clinical practice, he or she thinks about how other people may respond to that purchase decision.
No one wants to be criticized.
👉If there is a chance that the doctor will be questioned or criticized by his friends or colleagues for making a particular purchase, he will refrain.
👉So cross check, whether your product or service helping the doctor to gain more reputation in his circle of influence.
#sales #salestips #medicalsales #healthcare #salesmastery #saleslion
🛑 Part 4: The 4th reason is *Emotional Values*
🔱 How does a Doctor buy clinical product?
👉The psychic or emotional values are invisible and intangible values that attach to a product or service that make it appear and feel more valuable from the doctors perspective.
👉Often salespeople try to convince doctors to buy by assuring that his product has best price.
👉But frequently the doctor is more concerned about the name Or reputation of the company selling the product. He would rather buy something that is better known, even if it costs more money.
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🛑Part 3🛑 How does doctor buy a clinical product.?
👉 The third reason is "Unit of Satisfaction"
👉A doctor wants to get as many of these units of satisfaction as possible in every purchase decision. He wants to be better off physically, emotionally and even spiritually.
👉 He wants to be satisfied in a variety of ways. The more diverse the ways that your product or service can please and satisfy your doctor, easier it is for him to buy.
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