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 3-D VALUE
When selling a new, innovative, premium priced and/or proprietary device, sales reps must be prepared to overcome numerous clinical and financial obstacles. While physicians focus on how to improve patient care, administrators usually obsess about controlling costs. To help sales reps clearly and consistently communicate 3-D Value to healthcare providers, our clients integrate META's 3-D value theory into their sales culture. Learn how one client maximized its sales force effectiveness with META's 3-D value theory, as reported in Selling Power.
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A transactional sale commences and concludes with a single sales call; while a complex sale requires a comprehensive strategy. What type of sales plan does your product deserve? Are your reps consistently developing and executing a successful sales strategy? Or are they randomly calling on potential customers with the hope of securing a purchase order? At META, we believe a comprehensive sales strategy requires a circle of influence and three well-formulated propositions that briskly establish your clinical, financial and strategic value with stars and stoppers during a sales process.
