After many decades as the top manufacturer of electrosurgical generators used in hospitals, doctors' offices and surgical clinics, Bovie® is now experiencing a wide acceptance among Doctors of Veterinary Medicine as well. The company that bears the name of the man who invented the technology in the 1920s, Bovie Medical Corporation, has long been "the first name in electrosurgery," with more than eight decades of successful improvement of the ground-breaking development first brought into surgical operating room theaters in 1926 by Dr. William Bovie. Now, with a line of electrosurgical generators designed specifically for use by veterinarians, the same benefits previously available only to human surgical patients can now also be offered by DVMs to their patients.
Sales reps and distributors of the Bovie® line of electrosurgical generators now have a whole new market with the availability of equipment expressly designed toward electrosurgery for veterinarians. What has become routine for surgical procedures in many operating rooms worldwide is now becoming a well-recognized, beneficial tool in veterinary medicine as well – electrosurgery for veterinarians. DVMs who become aware of the availability of this technology as it applies to their practices seldom refute the advantages of incorporating electrosurgical generators into their operating procedures.
Making the Connection
Electrosurgery for veterinarians is basically something that merely needs to be offered and explained in order to be accepted. Successful use of the technology has been around for close to 100 years, but your typical veterinarian may not be aware of the availability of the necessary equipment as it applies to his/her particular medical environment. With a bit of simple "show and tell," the equipment can virtually sell itself. A quick synopsis of features, functions and benefits is normally all that it takes to engage the attention of any qualified prospect and, if done properly, to secure an order.
Veterinary Advantage Magazine, a publication dedicated to promoting excellence in the area of animal health sales, has recently featured Bovie's top two electrosurgical generator packages geared specifically for use by veterinarians. Their April 23, 2013 issue includes a Vet-Advantage SoundByte that links to an internet page highlighting the benefits, features and functions of Bovie's® Aaron 1250™-V and 1250™-VS high-frequency electrosurgical generators designed exclusively for veterinarian use.
The SoundByte is also available through this link on YouTube. It takes sales representatives of the Aaron 1250™-V and 1250™-VS through a step-by-step sales talk to employ when presenting the products to a prospect. The six and one-half minute video includes suggested wording designed to:
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Qualify the buyer
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Confidently invite the prospect to receive additional information, checking their level of understanding regarding the Bovie® technology
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Ask for a decision related to the doctor's willingness to consider the appropriateness of adding an electrosurgical generator to the equipment used by his/her surgical team
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Review benefits and brand values, reinforcing benefits, features and functions, while using the SoundByte to guide the dialogue
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The "Go Deeper" section delves into typical responses (or objections) you may encounter in your product presentation. Specific, detailed wording is supplied for each foreseen response, all leading to a successful closing of the sale.
The Vet-Advantage Soundbyte and YouTube video are both geared to providing information and techniques that are highly useful in generating sales confidence and producing productive conversations with your prospective customers. These are great sales aids available to you in the pursuit of your success representing the Bovie's® Aaron 1250™-V and 1250™-VS high-frequency electrosurgical generators for veterinarian use. Success in using this step-by-step, word-for-word presentation for the products has already been proven in the field. Try it.
