Here at Bovie Medical, we want to make sure that our sales reps have all the skills they need to discuss electrosurgery for veterinarians and explain why our products are top of the line. We've put together a SoundByte Video to help reps get the grounding they need to help veterinary hospital staff members make the choice towards the Bovie Aaron 1250V and 1250VS.
Here are some other selling tips:
The first thing any sales rep needs to do is start a conversation with the purchaser. Ask the veterinarian if they've discussed the topic of electrosurgery for veterinarians with one of their Bovie representatives lately. Whether they answer yes or no, the subject has been broached, opening up more dialogue options.
For example, if they say no, this is a good time to introduce them to the Bovie Aaron 1250V and 1250VS. If they say yes, it gives you a chance to remind them of the details and benefits of the product. Either way, it's a winning situation because you now have the veterinarian discussing Bovie products with you. Just make sure to remain confident and engaging, so that the customer can really connect with the product and understand its benefits.
Using strong language is the first step towards being confident. When talking about electrosurgery for veterinarians, in the context of the Bovie Aaron 1250V and 1250VS, you could point out its benefits by using words like "powerful," "flexible," and "convenient." Don't use overly flowery language, as the message can get lost in such terms, but do use adjectives that inspire positive thoughts.
Once a sales rep has inspired confidence in the customer, the next thing to do is invite them to the table. Engage them in the conversation, by asking them to review the benefits and features of the Bovie Aaron 1250V and 1250VS. This will make them feel empowered as a buyer, which leads us to the next step: the decision.
Make sure that the veterinarian is making the decision. While a sales rep should guide the purchaser towards the decision, being too pushy is only going to turn someone off of the product. By giving them the details they need in order to make the decision themselves, the transaction becomes a positive experience.
At this point, you'll want to go over the features, functions, and benefits of the Bovie Aaron 1250V and 1250VS. For example, you might want to point out that the 1250V and 1250VS are perfect for electrosurgery for veterinarians because they have 5 modalities including two "cut" modes and three "coagulation" modes. Make sure to let them know the differences between the two models, for example, telling them that the 1250VS is combined with a 4-phase smoke evacuation system.
Once the client is familiar with the features of the system, you'll want to explain the functions. Talk about how the 1250V and 1250VS has more than sufficient power for almost any small animal surgical and in-office procedures and is incredibly convenient with fully reusable accessories. Play up the fact that the 1250VS model helps manage unwanted smells and cautery smoke.
This leads to the benefits of the units. Start a conversation about the affordability of the units, how they reduce risk and discomfort, and how their mobility and versatility can help that vet's clinic.
Every sales rep should be intimately familiar with the specs of the Bovie Aaron 1250V and 1250VS, which can be found here. In the end, the best selling technique is confidence in the product and the ability to articulate the features, functions, and benefits to the purchaser.
Image courtesy of: Ambro/ Freedigitalphotos.net
