You're facing a client who demands the lowest price. How can you negotiate effectively in Medical Sales?

This is all too often self imposed pressure. Stand up for your company, your product and your character. There is always plenty of business for everyone. Build trust, understand and demonstrate the difference between high-value and price.

Yes it happened many times particularly in hospitals or institutional businesses. In the first situation, after QC, QA related shortlisting, usually Chief or the committee directly calls to the shortlisted bidders where we already have our last limits of negotiations, most of the time. Those who win have because of various factors such as background working, already working on key decision makers or committee members who support the product based on their experience, size of the order and profitability calculations and lastly the confidence and authority level of representatives physically present in that institution. Establishing quality and efficacy of the product in the mind of decision makers by providing free trials for patients.

A percep??o de valor e pre?o é um desafio constante no dia a dia de quem atua na Gest?o de Clientes e Negócios. Atuar de maneira consistente na proposta de valor, ou seja, demonstrando que o desembolso n?o é o que determina efetivamente o que significa a aquisi??o do Produto, transforma uma barganha em uma rela??o comercial de respeito mútuo. Cumprir prazos, atuar em parceria na gera??o de demanda ou ainda, no suporte pós venda, s?o estratégias eficazes na consolida??o de parceiros de negócios.

First of all, he is a customer from along list of my customer. So I deal with him as stratigec client for long term business. Due to that I split the call to 3_4 calls. First he should trust me so I avoid presenting the product rather than I focus on the customer or patient need more for the first 3 visits and I have to listen more and talk less. Once I found I window or gap I take it from there and start to match what customers need with my product features. I don't rush him or push him and I will be satisfied if he took initial order 1 pack only . He should not feel that I want to sell him my product , actually he should be convinced that my product tailored to his customer needs and satisfaction.

lo que una empresa que vende equipos médicos debe hacer ante esta situación es conocer cuales son los beneficios diferenciales de su producto ante los de la competencia y tener claros los motivos por los cuales vale mas que otra alternativa, me parece muy importante la claridad que tengamos en cuanto a la proporcionalidad de la diferencia en el precio vs los beneficios para el paciente y su seguridad, la confiabilidad de los resultados, si se tratara de imágenes la resolución de las mismas y en general todos los beneficios que puedan justificar un diferencial en el precio