1. Why was Dominic successful in winning the contract with the hospital?
2. At what sales stage did Dominic really make a difference with the prospect?
3. Even once the contract is fulfilled, what does Dominic have to do?
4. Can there be sacrifices in this type of sales position? Explain.
Not all sales training is alike; take Dominic Demarino, sales representative with MedTronic (an advanced North American medical technologies supplier). Typically sales training for most sales jobs lasts two to three weeks. Not for Dominic, however. His training was a two year process, and he still learns on the job on a regular basis. Dominic sells a product known as a defibrillator used to help people ensure their hearts keep working properly. Dominic's job is so specialized that he actually has to be in the operating room when the product is put into a patient just to make sure it works, and if it doesn't work, he has twenty seconds to get it working. Talk about a high-pressure sales job!
In selling there are six steps involved in the process, and they include: Prospecting & Qualifying, Pre-Approach, Approach, Presentation & Demonstration, Handling Objections, and Closing. Dominic uses all of these steps when selling to his target segment.
Part of a sales person's role is to bring in new business for their employer. Dominic wanted to bring MedTronic's product into a specific hospital that MedTronic didn't have a relationship with. MedTronic wasn't even on the short list of potential vendors, and it was a closed bid system (not open to just anyone). Thus Dominic had a huge wall to climb with no previous history, a product which was similar to what was already used by the hospital, and the doctor in charge being uninterested in changing products.
What Dominic did at the approach stage was to try to develop a relationship with the prospects. In hopes of changing their minds, Dominic showed the doctor and hospital what he could personally offer aside from just the product: superior customer service, product knowledge and dedication.
After a year of meetings, surgery sit-ins and other relationship development strategies, Dominic was awarded the contract! He actually impressed both parties so much they decide to carry all the companies' products! If it hadn't been for Dominic's hard work and persistence, MedTronic would not have had a chance, but due to his dedication, MedTronic can now say they have a new partner to work with. Is MedTronic a good place to work? Check for yourself (www.medtronic.ca/index.htm).
MedTronic is listed as one of Canada's top 100 employers in 2014
(www.canadastop100.com/national/).