Episode 12: How to Sell to Nurses: Interview with Tiffany Mullen - Clinical Supervisor at Children’s Mercy Hospital
As medical device reps, we work often with nurses, and they are an important part of our sales process. If we don’t have a good relationship with nurses, it’s hard to get that sale. But what do nurses really think of us?
Tiffany has been a nurse for over 10 years. She received her masters degree and is a unit based Clinical Nurse Specialist. She works with the bedside nurses from a support standpoint. She specializes in pediatric ICU patients, helps with nursing education, identifies gaps, looks at equipment, and makes sure they are providing evidence-based care, and providing good patient outcomes.
In this episode, Tiffany brings her clinical perspective, and gives insight on:
Her advice for sales reps on how to successfully handle the cold call
Examples of good and bad emails she has received
Her views on how sales reps can give good presentations, especially virtual presentations
Why you should always bring in your clinical specialist when presenting to her
How things have changed since COVID
What sales reps can do to make customers love them
How often sales reps should check in
LinkedIn tips for sales reps
How to successfully follow up after a nursing conference
How the sales process looks from the hospital side
It’s so important to view things from the end user’s perspective, and Tiffany’s interview gives some great insight on how to do that! You can listen here!
Links
MMS Consulting (My Consulting company)
Zoom (For virtual meetings)
Microsoft Teams (For virtual meetings)
