It is not a difficult task to sell pharmaceutical products if you do it carefully and systematically. As far as diagnostic pharma products are concerned, you need to follow different methods. They may contradict with the usual ways of selling other types of pharma products. The market is more challenging yet exciting. The only thing is you need to consider the aspects that make the pharma sector different from others.
Are you working in a marketing company and got an assignment to sell for a diagnostic PCD pharma company? If yes, then these tips might be very much useful.
The nature of the job is different
In the case of a diagnostic pharma company, it is called marriage between dispatch and serviceman. What does it mean? When a diagnostic machine is placed on the premises, the client will dial your number in case of any type of problem. For him, you are the single point of contact, regardless of whether it is an application problem or engineering.
Remember, you have to be mentally prepared for it. For them, you are the solution to every problem. You have to fulfill their expectations up to the maximum extent.
Customer behavior is different
As mentioned earlier, here you do not sell a product purely, but a combination of service and product. Hence, one mantra you should not forget-customer is always right. He is right, even when he is wrong. You are supposed to resolve the problem, by hook or crook. Whether you are a company employee or a third-party installer (or agent in the easy words), the responsibility of satisfying the client is solely your responsibility.
If your behavior is not up to the mark, then it will be deemed as the behavior of the company. You are the face value of the company.
The payment structure is different
Since it is a combination of the service industry and product marketing, people who work in a diagnostic pharma company always feel that their remuneration structure is not adequate and up to the satisfaction levels. The kind of pressure and expectation is there; the returns are not in the same proportion. It is clear that the rules of the game are totally different in case you are selling for a diagnostic pharmaceutical company.
From selling strategy to payment structure, you have to be particular about following the right methods. Then only success can be achieved.