Switching to the sales side
- Ariel is a co-monitor at Siemens Healthineers and he’s assigned to the different states in Argentina.
- Ariel is passionate about people and teaching customers. He’s switched from being a bioengineer fixing devices to being a bio-engineer who also does sales.
- He has been in the sales position for two and a half years now.
- He has built a strong relationship with prospects and prospects trust his product recommendations.
- He felt that he could grow in the sales area and it would give him the chance to really learn more about connecting with people.
Facing the challenge
- It was in the city of Ushuaia where the client, an important clinic in the area, almost closed a deal with the competitor.
- Their potential client, however, had a problem with their finances and the bank didn’t approve of their planned business.
- Ariel’s team went beyond and looked for a bank that would help their client. They built a model business for the customer and offered it to them before the pandemic.
- When they first met them, they didn’t have the financial tool that their prospective client needed. That did not stop them from keeping the communication lines open. They still kept reaching out to them.
- Once they were equipped with the right tools, Ariel presented the prospects with opportunities they could get their hands into.
- Ariel’s team is mindful of their client and they do what they can to make the transaction as cost-effective and as efficient for them. They sped up the documentation and the paper process. They also make sure to have it signed so that the conversion rate is favorable for the client.
- When the deal was about to close, another competitor appeared and they offered a lower price. Their machine wasn’t the same as what Ariel’s team was offering. Fortunately, the client was convinced that Siemens had the best solution.
- Building trust and relationships are important. It’s also essential to have perseverance when looking for solutions for the clients. You can’t offer a half-baked solution.
“Motivation: How To Successfully Close an Impossible Deal at the End of the World, During a Pandemic” episode resources
Check out Ariel Tille’s LinkedIn here. Click Here for the video of Clínica San Jorge announcing Siemens’ new high-field MR machine.
Click here to find the story posted on Siemens’ Healthineers website: https://www.siemens-healthineers.com/ar/news/resonador-fin-del-mundo.html (there will be a notification to convert the text to English is you want to read it. It is originally in Spanish).
Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.
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