ConsultaƟve Sales QuesƟons
1. Understanding Pain Points "What challenges have you faced with your current cold therapy soluƟon in terms of paƟent outcomes, operaƟonal efficiency, or staff saƟsfacƟon?" Purpose: IdenƟfies gaps in their current supplier's performance, creaƟng an opportunity to highlight CryoCuff's advantages. 2. Exploring Decision Criteria "When evaluaƟng cold therapy products, what are the most important factors for your team—clinical evidence, paƟent comfort, cost, or something else?" Purpose: Uncovers their prioriƟes and allows you to align CryoCuff’s strengths, such as proven efficacy and paƟent-specific sizing, with their decision-making criteria. 3. Probing CompaƟbility Concerns "Have you experienced any issues with product compaƟbility, safety, or compliance when integraƟng different cold therapy components?" Purpose: Highlights the risks of using non-compaƟble systems (e.g., Promedics) and posiƟons CryoCuff’s exclusive design as the safer, more reliable opƟon. 4. Exploring Value Beyond Price "Beyond pricing, what addiƟonal support or services would make the biggest impact on your team’s success with cold therapy treatments?" Purpose: Moves the conversaƟon beyond cost and emphasizes CryoCuff’s value-adds, like clinical training sessions and dedicated reference materials. 5. Encouraging Long-Term Partnership "What could we do differently to ensure we meet your goals for paƟent care and operaƟonal efficiency over the next 12 months?" Purpose: PosiƟons Enovis as a proacƟve partner commiƩed to their success, opening the door for long-term supply agreements like the 25-pack offering.
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