Rayan FaroukDental schools have taught you how to perform and treat your patients. But one thing it hasn’t taught and you had to learn from experience is how to talk and negotiate with dental instruments or drug salespersons. It’s a daunting task for many, however, it is quite an important skill to learn. It’s to ensure you get the best value for your money and the right products for your practice.
If we look at the salesperson’s point of view, they are trained to highlight the benefits of their products and convince you that they are the best choice for your practice. Although, as a dentist you might disagree with them. It is your responsibility to make informed decisions based on your practice’s needs and budgets.
One strategy that can be effective in negotiating with salespersons is to do your research beforehand. Before meeting with a salesperson, take the time to research different products and their prices. This will give you a better idea of what to expect and will help you determine a fair price for the products you are interested in.
After researching, you are now informed on what you want. So, it’s important to be confident in your negotiations. This will make the salespersons more likely to offer you discounts and better deals. Be prepared to ask for discounts or negotiate prices, but also be willing to walk away if the terms are not working out for you.
Don’t be shy and hide away. Discuss your needs and full expectations with the salesperson. This will even help the salesperson know what to provide to you and what to avoid.
An understated strategy is to befriend the salesperson. Build a positive relationship with them to get better deals and more favourable terms. Take the time to get to know them, ask about their products and show genuine interest in what they have to offer. It’s even better if it continues to become a long-term relationship with them and the company they represent. It can surely lead to future discounts, exclusive deals and better customer service.
After negotiating, you might find that they don’t have your needs. Don’t let that end the conversation. Keep an open mind and be flexible. While it is important to stick to your budget and practice needs, being open to alternative solutions or products can sometimes lead to better deals. Consider the salesperson’s suggestions and be willing to explore different options.
It might feel like a hassle, but reach out to different suppliers and vendors. It’s good to have a relationship with one company but always keep an eye out for better deals and discounts.
Lastly, don’t be afraid to negotiate for additional benefits or services. Salespersons often are willing to throw in extra services or products to close a deal. Ask for free samples, extended warranties or training sessions as part of your negotiation.
An important tip; get everything in writing. When money is involved, don’t take people’s word for it. Ask politely to be provided with a new quote or evidence of the offer in writing.
Just be honest, direct, transparent and polite. You’ll do fine. Don’t stress out!
In conclusion, negotiating with salespersons for dental instruments and drugs can be a challenging but rewarding process. By doing your research, being confident, building relationships and being open-minded, you can negotiate effectively and get the best value for your practice.
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