Medical software sales methods and sales skills, practical case sharing of billing

I met this client when I was in Mobai. The scene was as follows: When I arrived at the door of his clinic, there were several nurses chatting in the room and a doctor was smoking outside. I told the doctor that I work in medical software. Is there any need here? After I handed over my business card, he said that the boss was not here, so I asked, "What is the boss's phone number? I'll ask him." He said He gave me the phone number, and then I asked the boss what his name was, male or female.

Then I said goodbye to the doctor and left his clinic. I stayed 50 meters away from the clinic. I called my boss and said, "Director Gong, I'm a software developer here. By using our software, 80% of our customers have improved their work efficiency by 30% and reduced their costs by 20%. We have

Do you need it? "

He said he was in his hometown.

I asked him to come over before the end of the year. He said he couldn't come and would wait until after the end of the year.

I said OK, let’s get in touch after the year. From this moment on, I will position this customer as a Category A customer. Start sending text messages, and send Monday blessing text messages on 01.18, 01.25, 02.01, 02.07 Spring Festival (he responded to the text message), 02.22, and 02.29 every Monday morning at 11:00-12:00,

On March 2nd, I called him and said, "Hello, Director Gong, are you back? I'm Xiao Liu." He said, "I know, I'm back." I said, "Okay, these days. I'm on a business trip abroad. When I get back, let's meet and talk about this matter. He said: "Okay.

At 6 pm on Saturday, March 5, he called me and said, Xiao Liu, are you back? I said I would go back this week. He asked me where you were, and I said I am in Zhengzhou, and I said that the tickets have been purchased. From his phone call, it can be seen that he is indeed in need.

Continue the text message on 03.07,

After meeting on 03.13, I will send you a message first. What I met was his wife. I talked with his wife about the functions of the software, and then we talked about nearby real estate. Here we talked about a function A of the software. After meeting his husband, we talked about some functions of the software. , price and the functions they were most concerned about, this matter was settled, and I installed the software for them. The payment was 38 on the day. After the debugging was completed, the balance was paid. There was a little interruption in the payment later, every day. When I called him to ask for money, he was not in a hurry. One time in particular, he promised me that he would send me money before 12 o'clock that night, but he didn't call me. I called him around 9 o'clock the next day and said: Brother Gong, Did you play last night?

He said, "No, I went to sing after dinner last night."

I said, "Brother Gong, play it for me." Pigeon",

He said: "You are a scholar, why do you talk like this?"

I said: "Brother Gong, what do you want me to say, if you go and sing, you won't Give me money and don't take my little brother's affairs to heart. What do you want me to say? The boss is still asking about this matter this morning. I am speechless. Look at how I treat your work. I will do it at night. When you get off work, isn't it just so that we can get online as soon as possible? "

He said: "I'll call you in a minute. "

At this time, I reflected on whether the previous chase was more urgent and he didn't care anymore. I stopped chasing this time. Also, he cared so much about the word "flying pigeons". Maybe it wasn't that kind of thing. A deadbeat.

When I went out to eat at noon, the transfer information was received.

For this reason, he called me back and said that the money had been transferred. We have paid it off. I said yes, thank you very much, Brother Gong.

Judging from the above sharing, there are several important steps

1. Go to the boss.

2. When I called the boss for the first time, I directly called the boss and made a preliminary appointment with him.

3. Persistence in text messages

4. When sending text messages, you must bring other marketing methods. Simply relying on text messages to allow customers to place orders on their own is risky

5. When asking for a debt, pay attention to the method and the intensity should be moderate.

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