Maximising Sales Performance by Quantifying your Value Propositions
This webinar shares proven techniques that the best-performing salespeople use to create customer-specific value propositions that use clinical data to quantify the total cost of ownership and projected financial benefits over the lifetime of a device/solution.
In this session we explore how to:
- Influence customer behaviour to act now – rather than postponing decisions or staying with their existing solution
- Use clinical data to build credible projections of financial value
- Overcome the challenge of accessing stakeholders
- Use aspects of behavioural economics to influence how customers react to price
Q&A topic themes:
- Contractually guaranteeing financial benefits
- Ethical influencing
- Improving forecasting accuracy
- Coaching
- Risk / Reward contracting
- Financing of healthcare / med devices
- Training distributors