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October 29th, 2009 at 4:35 pm
First, know your product well and its customers. Yes, the doctor must see the need for it and how it can benefit his practice, and ultimately, his patients. Be a resource for the doctor. Golden rule: Make good relationships! Generally, people buy from people they like.
October 29th, 2009 at 8:30 pm
Doctors are hard sellers, I mean some products are real luxuries to them. Expect to sometimes travel outside of your area inorder to make a sell. I would suggest you keep a list of really successfull doctors in your area, and not bother them when they are busy study them and pic a very slow day for them to hock your wares. Good luck
October 29th, 2009 at 10:00 pm
Have your company put on a seminar in a really wonderful resort [golf course, spa, great scenery, etc.] and make the pitch with a mai-tai in one hand and a company brochure in the other.
October 30th, 2009 at 4:57 am
make sure a they need it . b you know all the benefits tell them the benefits and if you have done your homework they will buy it.