6.     Selling help and Role Play

Scenario 1 – Selling to a Hospital Procurement Committee

Objective: Address concerns about cost and justify ROI.

Role-Play Example

Procurement Lead: "The initial investment seems high compared to other systems."

You: "True, but Mammomat Revelation’s integrated features reduce the need for separate biopsy units and extra appointments. That means lower operational costs over time. And because exams are faster and more comfortable, you’ll attract more referrals — increasing your screening volume and revenue potential."

Radiologist on Committee: "Can it handle complex biopsy cases?"

You: "Absolutely. The integrated biopsy solution allows targeting without moving the patient, reducing procedure time by up to 30%. That’s faster turnover, less patient anxiety, and better use of your radiologist’s time."

Scenario 2 - SOMATOM go.Top – Addressing “Will it pay for itself?”

Objective: Customer concerned monthly income from visiting patients

Customer:

"I’m worried. If I invest this much in a CT, how can I be sure the patient income will cover the cost?"

You

"I completely understand — ROI is the most important question. Let’s look at it step-by-step for your situation. What’s your current average CT patient volume per day?"

Customer:

"About 12 patients a day."

You

"With the go.Top, you could realistically handle 16–18 per day because the FAST 3D camera and tablet workflow cut positioning and prep time. That’s a 30–50% increase in capacity without extending working hours."

Customer:

"But more capacity doesn’t guarantee more patients."

You

"True, but here’s where service range matters. go.Top supports advanced exams like cardiac CT, CT colonography, and low-dose lung screening — which your current scanner can’t do. These open new referral streams from cardiologists, pulmonologists, and screening programs."

Customer:

"I’m still worried about numbers."

You

"Let’s calculate:

• Current: 12 patients/day × 25 working days/month × 120,000 MMK per scan = 36 million MMK/month.
• With go.Top: Even a modest increase to 15 patients/day × 25 × 120,000 MMK = 45 million MMK/month.

That’s an extra 9 million MMK monthly — meaning you could recover the investment in under 3 years, and you’d still have a machine that’s earning for many more years.

Customer:

"And if patient flow drops?"

You

"Because go.Top is scalable, you can add specialized programs like heart screening campaigns or insurance partnerships at low additional cost. That flexibility keeps revenue streams active even in slower periods."

Customer:

"Hmm… that sounds less risky than I thought."

You:

"Exactly — it’s about reducing downtime risk, widening your patient base, and making sure the system grows with you."

Quiz Section