Neil and Meena state that when it comes to sales reps walking through their doors, they want to see the pros and cons of what they are offering. "The worst is when they can't tell you the downside."
"We want transparency. If sales can smell a sale, they are quick to try and close, but the biggest disappointment is when they are not so quick to respond to after sales responses through their service lines or maintenance care, and believe me this happens."
"We also look for cutting edge sales pitches due to the huge competition we face in the private sector and our budget."
It is indeed true that expenditure has increased for hearing aids from medical device companies, but HCP’s evermore discuss that representatives present only favourable information about their brand in their detailing calls and pitches on new products.
“This only reduces my willingness of hospitals and physicians to see salespeople at all, let alone listen to them. I want to know everything, yes including all the unfavourable aspects otherwise the credibility diminishes”
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