Edit Article

People in the sales field need to know how to fine-tune their practices toward specific kinds of buyers or clients. One of these nuances is in medical sales, where sales people may need to find out how to sell to hospitals. Hospitals are major employers, community fixtures and consumers of goods and resources. In many remote areas, they are among the top buyers, not just for equipment, but for other kinds of soft goods as well. For those who need to find out how to sell to hospitals, a few fundamental guidelines from pros and sales experts can help. Here are some of the most common recommendations for reaching this complex sales audience.

Ad

Steps

  1. Sell to Hospitals Step 1.jpg
    1
    Learn about hospital regulations and standards. For a vendor, the products and services offered need to be good enough to fit the hospital's mandatory standards for purchase. Read up on medical regulations in your state or area and make sure that your wares comply.
    • Read about national medical regulation agencies. For example, in the United States, the Joint Committee for Accreditation of Hospital Organizations (JCAHO) has a big say in how hospitals run their business and, potentially, from whom they will buy. Know what you need to know about these groups that can affect your sales numbers.
    Ad
  2. Sell to Hospitals Step 2.jpg
    2
    Evaluate hospital needs. Before ramping up a sales initiative toward a hospital or similar facility, it's often possible to do an evaluation of just what the client may need. This can be done with any kind of observational information, even just based on a walk-through of the facility or talking to staff on an informal basis.
  3. Deal With Customer Complaints Step 8.jpg
    3
    Talk to the right people. Know how to reach staff at all levels of the hospital operation in order to connect and fill needs for that facility.
    • Reach out to senior management. Some of the medical sales pros currently in the field are reporting that today's senior hospital managers have a lot to say about purchasing. Know how to appeal to these professionals.
    • Understand sales to CFOs, CEOs and top level management. In some cases, these types of strategies may be appropriate, where in other cases, they will be ineffective. Learn about the hospital's management structure and work from that knowledge.
  4. Reduce Taxes for a Small Business Owner Manager Step 2.jpg
    4
    Obtain vendor qualifications. Many pros recommend being able to prove compliance with regulations or other quality control for goods and services. This can take the form of certification for applicable items as well as less formal bona fides.
  5. Build a Management Team Step 4.jpg
    5
    Give out information. Others who know how to pitch to medical staffers and hospital managers counsel that these individuals are often able to work with a high volume of medical information. Providing this could give a vendor an edge.
    Ad


We could really use your help!

Can you tell us about
dogs?
Yes
No
dogs
how to care for a Boston Terrier
Can you tell us about
microwaved corn?
Yes
No
microwaved corn
how to cook corn in the microwave
Can you tell us about
cats?
Yes
No
cats
how to groom a Siamese cat
Can you tell us about
horses?
Yes
No
horses
how to much out a stall with shavings
Thanks for helping! Please tell us everything you know about
...
Tell us everything you know here. Remember, more detail is better.
Tips
Provide Details.
Please be as detailed as possible in your explanation. Don't worry about formatting! We'll take care of it. For example:
Don't say: Eat more fats.
Do say: Add fats with some nutritional value to the foods you already eat. Try olive oil, butter, avocado, and mayonnaise.
Submit

Sources and Citations

Article Info

Categories: Health Care | Sales Occupations

Thanks to all authors for creating a page that has been read 8,768 times.

Did this article help you?
Yes No

Become
an Author!

Write an Article