Clock 1 – Sales person 0. How fast can you pitch?
Medical representatives get just 2 minutes when they meet a new prospect. 2 minutes to make a point and hopefully close a deal.
In some cases, these prospects are doctors, who have spared 1- 2 minutes of their busy schedule to listen to a pitch. So, a medical representative has to MAKE MOST OF THE CUSTOMER FACING MINUTE.
Let’s break a typical meeting down. It’s the beginning of the month and a sales person has fixed an appointment with a doctor.
The doctor and the medical rep exchange pleasantries… That was easy.
The sales person begins pitching a product using catalogs and other material. The doctor listens intently.
And suddenly, asks to talk about a different product. The medical rep begins to flip pages.
Triiiing..Goes the buzzer. Times up. The doctor has to leave as does the medical rep.
[Day 1] Clock 1 – Sales person 0.
Let us change the set a bit.
We replace the heavy-paper-based marketing materials with mobile app based platform which is powered by fluid search. It has all the marketing material a sales person would need.
Reset the clock and repeat the scene.
This time when the doctor asks medical rep to talk about a different product, he has the mobile app handy, searches for Product A + Specification B+ Body part C. The system dynamically searches for these tags. And displays the relevant data.
Our medical rep has just saved some time. Time to make his point, time to tilt try and close the sale.
[DAY 2] Clock 1 – Sales person 1
Month end is here and our sales person has continued to use this platform.