How to Sell Dental Instruments

Selling dental instruments involves describing and pitching a manufacturer’s products to dental practices. Dental sales is competitive and requires sales representatives to become the liaison between their companies and clients. Dental sales representatives in 2010 earned between $40,547 and $80,319, according to Payscale.com. These professionals must have a four-year college degree and complete training programs on a company’s products. Several steps can help you sell dental instruments successfully.
1
Study facts about the dental instruments you are selling. Your company will provide you with information during training. This training also will introduce to you ways to overcome customer objections and other barriers to making a sale.
2
Call dentists in your area who are potential clients of your dental-instrument manufacturing company. Target dental practice that use your particular products. For example, if your company manufactures items used for dental implants -- artificial tooth roots placed in the jaw to hold replacement teeth -- you should contact oral and maxillofacial surgeons or periodontists. If your company manufactures dental instruments used primarily for fillings, focus on general dentists.
Your company provides you with a list of dentists in your territory. You can find this information in a phone book or by visiting the American Dental Association website.
3
Visit potential customers. In dental sales, be prepared to travel most of the time. Give sample products to the office's receptionist and explain how your products will be useful to the dentist.
4
Explain to the dentist how your products work. Ask the dentist what his needs are and describe how your company’s instruments can meet those needs. During your presentation, explain why your prices are competitive and describe any special offers.
5
Follow up. Contact your potential customer by phone or in person at an agreed-upon date. Reiterate your products’ benefits and features. Explain that you will provide technical support once he or she makes a purchase.