Breaking down the medical device sales cycle – Stage Four: Purchasing 

After completing a successful trial, you must proactively obtain your stocking order. Feet drag during this step in the sales cycle, and that’s not because the hospital doesn’t want your product. It takes effort to introduce your product into the hospital’s purchasing software, and, most likely, it hasn’t reached the top of the “to-do list” of the person responsible.

The objective here is to stay on top of the hospital and take your product to the finish line. All the challenging work is done. Now, you’re just linking everyone together to close the account. And you may finally declare that you have closed this business once you have received the purchase order.

Just because the business is officially closed, it doesn’t mean that your job is done. Learn about “farming” here: http://bit.ly/BITIP