What challenges do you face when engaging with customers during the sales cycle?

I do not have clue outside India, but hospitals here have a lot of challenges for medical sales representatives. They have to undergo multiple challenges like guards, bouncers etc to just enter the premises. Above that, there are challenges of timings on which they can visit Other issues also include, doctors fatigue. They are tired and overburdened which causes lack of interest many times. It requires a lot of grit and patience to beat these access issues.

In today's changing time, information is readily available to all levels. Having meaningful engagement means you need to know the customer well to strike the connect from the beginning itself. It's important to know the customer to address how your offerings will help him/her. The span of attention getting reduced is another obstacle where you need to be quick & effective with precise communication. In sales being superficial won't work.....be genuine, forthright and committed is what will bring results. Sales is one segment where personal touch can still be the key....critical is how...that's what must be thoroughly researched & practised.

Engaging with customers during the sales cycle have several challenges like understanding customer needs, building trust, handling objections, competing with alternatives, managing sales Pipeline, maintaining consistent communication, managing expectations. Addressing these challenges requires a combination of effective communication, relationship building skills, product knowledge and adaptability throughout the sales cycle.

An example I have also seen work is participating in congresses and associations meetings. During associations monthly meetings and congresses one gets to interact closely with KOL *Know Own & Leverage* members of that particular association, from the secretariat to HCPs. You can exchange contacts both emails and phone numbers such that when you make follow-ups it is easier to relate rather that just from the blues.

Within a global perspective, the challenges are identical on all places. To an increasingly digitalized customer that gets information from all kind of sources, the challenge is to get to him, involve him with your brand and products, raising awareness, keeping him interested, offering something different and building loyalty. Access is sometimes complicated as both face-to-face level, as digital level. The trick is to bet on personalization, bring added value to the product and differentiate from competitors. Today, the centre of your business is your customer.

In our market, cost is always a hindering factor, particularly in the private sector. One must try to find ways to set one's product apart - evidence based benefits over competitors, USP of product & never take for granted the relationship one builds with one's customer. Always follow up. Give them the attention. Make them feel they are important to you. Make them feel as though their challenges are your challenges and that you are working with them to overcome those challenges. They would appreciate that level of service. Also, one must study their market. If Government business is an opportunity, do your research to see how best you can get your product in there. Determine the Key Opinion leaders and market to them as well.

In the fiercely competitive medical sales industry, navigating through aggressive rivals and skeptical customers poses significant challenges. To succeed, differentiation is key: showcase unique value, expertise, and credibility. Address objections with concrete evidence and testimonials. Create urgency by highlighting ROI and benefits. Adaptation to evolving technologies and regulations is crucial for staying ahead in this dynamic landscape.

Engaging customers during sales cycle is often challenging due to limitations of access, process and progress. Medical sales is a complex - compliance driven subject matter under strict regulatory affairs. Decision making depends on various factors and need fulfillment. As it's very dynamic .... It's often a challenging task to retain / engage customer.

Complex decision-making is one of the most important things that we should face very carefully to recycle the customer's sales process. Because a simple quick and important decision can change the whole scenario of any customer which can lead them to buy again and again. Engaging the customer's view of the products can emotionally reach the customer's thoughts. Once we can psychologically connect the customers to the brands that will lead them to be a regular customer.

Competitors pressure is not a big pressure If we aware of Competitors strategies and how we are counter it Know about products features and benefits also Competitors weaknesses

The medical sales cycle is intricate, involving diverse stakeholders and complex decision-making. Success demands meticulous planning: map decision processes, identify key players, and comprehend motivations. Build trust by addressing individual needs and delivering consistent value. Anticipate and mitigate potential risks or delays. Adaptation to procurement processes and regulations is essential for seamless navigation through this multifaceted landscape.

Sales process is complete cycle start with product knowledge area knowledge customer knowledge Competitors knowledge customers profile and your strengths to win sales

In the dynamic medical sales landscape, adaptation is paramount. To thrive, monitor and analyze shifts in customer preferences and industry trends. Maintain open communication, listening to feedback and providing support. Offer flexible, tailored solutions to meet evolving needs. Continuous improvement and agility are key to staying ahead in this ever-changing environment.

A few common challenges during a sales cycle includes maintaining effective communication to build trust in dynamic environment and evolving customer needs. In pharmaceutical marketing, challenges involve navigating regulatory compliance, conveying complex medical information effectively, and staying abreast of industry changes to tailor strategies accordingly.

Una de las cosas más importantes es la relación con los clientes en las distintas áreas hospitalarias. Generar estas relaciones nos ayudan a mantenernos al tanto de las necesidades de cada uno de ellos, al mismo tiempo de poder estar en posición de ponerles al tanto de las nuevas tendencias. Las necesidades cambian, debemos adaptarnos a ellas, y como parte de la industria debemos estar al tanto de las nuevas tendencias, para no llegar tarde. La industria juega un papel muy interesante e importante en la actualización y desarrollo de la salud pública y privada.

Making a decision and making a change requires a long time of asking questions prepared in advance to find out what the doctor needs, which is buried in his subconscious mind.

La retención de los clientes es la actividad más importante durante nuestro proceso de planificación. Lo mas difícil no es hacer un cliente sino retenerlo. Saludos

Para poder retener clientes debemos generar una relación basada en la confianza, donde seamos vistos más allá de “vendedores” … sino como quienes pueden ofrecer soluciones o a quienes pueden recurrir ante alguna duda o necesidad. El servicio post venta es la clave de la relación con los clientes. Para esto es de vital importancia que seamos capaces de entender el mundo hospitalario en sus distintas áreas. Así también, esto debe ser acompa?ado de la garantía de ofrecer productos o servicios de la mayor calidad, que garanticen que la experiencia del profesional y los pacientes sea la mejor.

Customer retention is a never ending process. Providing new features to deepen the loyalty and providing flawless customer service.

When it comes to keeping hospital clients happy, it's all about staying close. Making sure they're still loving what you offer, listening to any changes they want, and being there when they need help. It's like staying friends – keeping the connection strong and being ready to adapt to make them happy in the long run. This is where limited access can cause difficulties.

The only thing that matters is how good you have build your relationship with buyer. The better the relationship, the stronger the trust and the stronger the trust between you two, more deals are closed. Gain trust and respect of buyers. If you tell them something, they should be able to trust your words and respect your decisions for them

One of the challenges that medical reps might face is resistance to change, because healthcare professionals may be resistant to changing their established treatment plans or adopting new products.

As a pharmaceutical company, you might face several challenges when engaging customers during the sales cycle. These could include: 1.Establishing trust with customers, can be challenging due to concerns about conflicts of interest and the credibility. 2.Gaining access to key decision-makers. 3.Competition:Standing out from the competition and differentiating your products can be a challenge. 4.Pricing and reimbursement: Convincing customers of the value proposition of your products, especially in the face of pricing pressures and reimbursement challenges, can be difficult.

1st challenge is working restrictions in Hospitals either government or private. Them Unethical practices of most of the companies to engage Customers. Solution of 1st problem is to engage Institute with Capacity Building Workshops to empower Institution staff and 2nd is Interpersonal relations with potential Customers.

In a saturated market where customers are on an over communicated community and are bombarded with various marketing messages daily, the key challenge lies in distinguishing oneself from other salespeople and emphasizing the unique value proposition of the product over competitors. Employing a value delivery approach proves to be highly effective in such scenarios.