Success Story - Sales Excellence (Layer 1 : Personal Level Questions…
Success Story - Sales Excellence
Key Objective = Turn the Urologyst into an sponsor of the change.
Goal =Successful Implementation (Clinic). Product Magnetic Black Start
Setting= Meeting with a KOL (Jointly with partner) Mexico City
Country= South America (Mexico)
Inefficiencies and peoples rhythm minimize the hidden costs behind an intervention.
The urologyst are paid for procedure
Perception of a very expensive instrument
Showing impact on the hidden costs
: Personal Level Questions
Showing sincere Interest towards the counterpart
Understanding its world view by
Asking open questions and listening carefully.
Which lead to revealing more and more
Establishing Raport by
Gestually and factually showing confidence and integrity
A consistent, friendly and professional presentation
Who we are, Whom we represent, What is our core business, Whom we help with our solutions, and how.
: Asking more oriented questions
With the information revealed, highlighting the implications.
: Pay off questions
Showing the beneficial impact on the bottom line
Focus on Features
Key Features MBS
Magnetic Black Star
› no second intervention for stent removal
› no operating room with a team
› no anaesthesia
› no anaesthetic risk
› low risk of microbial propagation
› low costs
› high patient satisfaction