Questions You Should Ask About Hospital Committees!
If you sell a MedTech product, service or solution that occasionally or always has to go to a committee for scrutiny prior to a purchase or contract here are some questions that you need to know. Don’t be afraid to ask these questions. You may not always get the answers but it’s a sin of […]
Handling Disruptive Negotiation Tactics: Defusing Anger, Threats & Ultimatums
During the lunch break for a recent negotiation workshop a participant asked “How do you handle a customer who seems friendly during the sales process but turns into a monster when negotiating?” He shared with us a story of a mild mannered executive who was engaging and value-focused throughout the sales process but became aggressive, […]
Three Deal Killing Blind Spots in Negotiations
One factor common to all sales professionals is the nagging suspicion and doubt that surfaces in our thoughts as we approach negotiating a close to a major deal. Have I answered all my customer’s questions? Is my price low enough or has someone else brought in a low-ball number at the last minute? Can I […]
The Sales Representative’s Checklist for Collaborating with Procurement: Part 2
Do you see view procurement as a threat and necessary evil that must be managed carefully on each sales opportunity or do you view them as an ally that can help you facilitate the procurement process? Last week in Part 1 of this blog we described the changing role of procurement and the lens of […]
The Sales Representative’s Checklist for Collaborating with Procurement: Part 1
Do you see view procurement as a threat and necessary evil that must be managed carefully on each deal or do you view them as an ally that can help you facilitate the procurement process? In Part 1 of this blog we will describe the changing role of purchasing and describe the lens of how […]
30 Words or Phrases That Resonate With Hospital Buyers!
Newsflash! Hospitals don’t simply buy products and services; they seek out quality solutions to solve problems. Healthcare professionals are looking for partners that can help them to fix gaps in service delivery and help them to avoid complacency in order to achieve exceptional results. If you want to connect with hospital buyers, it’s essential to […]
Sales Call Preparation is for Amateurs & Rookies!
Let’s be honest most of you reading this missive don’t routinely plan for sales calls and you haven’t’ written out a sales call plan in years. This is not meant as a criticism. It’s just fact, based upon our experience and informal polls in working with sales organizations all over the world and in a […]
Do You Know the Pathway to the PO?
Hallelujah you have just been told you won the sale. Now the next challenge is to get the purchase order (PO). Be careful about celebrating too soon, you are not home yet. You would be wise not to include this order against your sales goal at this time. Finally, don’t forecast it yet and above […]
“Negotiating the Complex Sale: 10 Questions to Guide Your Preparation”
Preparation is key to every effective negotiation strategy. Brian Mandell, Senior Lecturer in Public Policy at the Harvard Kennedy School, says that a good negotiator prepares by understanding fully what he/she wishes to accomplish. A great negotiator prepares by understanding what the other side wishes to accomplish. At the heart of your preparation should be […]
“Negotiating the Complex Sale: Five Fatal Myths”
In a recent workshop on negotiation, we asked the sales representatives “When that long awaited telephone call comes from your client, what steps do you take in preparing yourself to negotiate the contract or deal?” It was relatively easy to tabulate the data. One participant raised her hand and said that she does a quick […]
