Medical Companies - Medical Devices & Diagnostics

At Forcefield Training, we understand the challenges facing sales representatives and managers today and help delegates to overcome them to develop business and increase sales effectiveness. Pressure on NHS staff to cut costs is generating many challenges...

Firstly, having the most advanced product does not necessarily guarantee sales. The transactional sell involving a ‘features and benefits’ description of a product is not as effective. Forcefield Training shows delegates how to identify customers’ needs and work in partnership with customers to develop solutions that meet their needs. This builds greater relationships with customers and the way delegates sell becomes their greatest competitive advantage.

Secondly, procurement are making an increasing number of buying decisions. These key decision makers can be overlooked by representatives. Forcefield Training shows delegates how to identify key decision makers and gain access to them. We also coach delegates on developing long-term working relationships with these individuals.

Thirdly, representatives are pressurised to reduce prices quickly during negotiations. We show delegates how to justify price by using a sales process that demonstrates the added value of their solution. Delegates can then compete successfully against competitor products. We also provide training on negotiating effectively and creating win-win situations using a range of techniques.

Sales managers need to respond to this tougher climate with sales strategies that ensure business growth. We help managers to develop their visions and goals and create strategies to achieve them. We train managers how to give direction and be effective leaders so they can clearly communicate their strategies to representatives.