May 5, 2022 – Mistakes are sure to happen, no matter how many years you have been active in your profession. But what if you could avoid some of the bigger, more common mistakes before they even happened? For medical sales representatives, it’s important to understand the common sales mistakes and faux pas to avoid before meeting with new prospects.
Here are some examples of common sales mistakes to avoid with prospective clients:
- Reciting product features
While you should be able to recite the features of your product to clients at a moment’s notice, this isn’t a strong sales tactic that will close any deals. First, it’s important to build a relationship with the prospect to better understand their needs, their pain points, and how you could help them. From there, you can focus on the benefits of the product without just listing the features.
- Using the same script with prospects
In the same vein, it’s important to mix up your sales approach with different customers. The script is a great tool for less experienced sales reps to help them develop their pitch and convey accurate information about the products they are selling. However, it will usually take a more nuanced and in-depth approach to truly sell your products to medical practices. Different clinics have different needs, and a personalized approach will help you to develop that rapport with the customer.
- Not researching prospects before a meeting
Research is a critical piece of the puzzle when you’re meeting with prospects. Failure to research a prospect could mean that you’re asking the wrong questions about how your company can help them. Having questions about their organization is a good thing, but you need to be equipped with a foundational knowledge of who they are and what they do.