Selling incontinence products is about more than just offering a product. It’s about providing peace of mind, confidence and comfort to people who need it most.
And the key to selling Tranquility products is knowing the benefits to both the wearer and their caregivers. Once you understand these, selling goes beyond just transactional, it becomes a way to provide real solutions and build trust.
Our expert sales team is ready to train your staff on the Tranquility brand. Just ask for a free in-person or virtual in-service. In the meantime, here are eight top selling points to start transforming your team into a Tranquility sales powerhouse.
#1: Real Life Protection
Let’s talk about some of the science behind Tranquility’s superior product performance.
Our superabsorbent core is engineered to quickly distribute fluid around the surface area, making it easier to absorb. Once absorbed into the core, fluid gets locked in and can’t be forced back out during normal, everyday activities. We call this Real Life Protection, and it allows our wearers to stay dry, even when walking, sitting, lying down or getting up.
#2: Range of Products for Every Need
From our full spectrum of sizes (Youth to 5XL) to our plethora of protection levels (Maximum Overnight to Essential Moderate), we’ve got a full product lineup to help customers find the perfect fit.
I worked with a distributor who told me their average customers had tried seven or more products before finding one that worked for their individual needs. But after introducing Tranquility, their customers were able to find the right product much more quickly, without the frustrating trial-and-error process. They appreciated being offered an individualized solution, right from the start.
#3: Help Restore Normalcy and Dignity
Incontinence is an intimate and sensitive issue. This is why Tranquility offers an array of product styles that do more than just protect against leaks and accidents; they match the customer’s lifestyle to help them regain a sense of normalcy and restore confidence and dignity.
Your customers can choose from:
- And more
I recall a conversation with a man whose wife had dementia. He’d been buying store brands that were uncomfortable, leaky and made her feel self-conscious. After having her try some samples of Tranquility underwear, he said, “She’s wearing something now that feels like underwear, not a diaper. She even asked me if we could go out for lunch last week! I can’t thank you enough for suggesting Tranquility.”
Your team can help caregivers like this find the right fit for their loved ones, making a huge difference in their quality of life.
#4: Kufguards®
One unique Tranquility product feature is our Kufguards – specially designed inner leg cuffs that come standard in all our pull-ons and briefs. Kufguards act like “guardrails” to channel fluid directly into the core, helping prevent leakage and providing additional comfort and security.
A dealer shared an anecdote from their customer who had been using another brand for years but was constantly battling leakage, especially at night. After switching to Tranquility, the customer noticed an immediate difference. “I can sleep through the night without worrying about leaks. It’s made a world of difference for me,” she told my dealer.
#5: Cups, Not Drops
Unlike other brands that use icons representing fluid drops, drips or dribbles on their packaging, Tranquility uses pictures of measuring cups to clearly show exactly how much liquid the product will hold in real-life situations. We call this “Cups, Not Drops,” and it’s an accurate, reliable way to gauge absorbency, especially for customers who are worried about leaks.
I remember working with a caregiver whose elderly mother had tried several incontinence products. She was frustrated because every product had either leaked or didn’t hold up to her mom’s active lifestyle. After switching to Tranquility, she was thrilled, telling me, “Your product lived up to the little cup measurements on the bag! It’s so nice to finally find a product that works like it says it will.”
#6: Odor Control and Skin Health
Tranquility’s superabsorbent core not only locks in fluid, but it traps odor and neutralizes pH to inhibit bacterial growth, which reduces the risk of urinary tract infections and skin breakdown. Additionally, moisture left on the skin for more than 15 minutes can cause skin to begin deteriorating and create a breeding ground for bacteria; however, Tranquility’s moisture-wicking technology helps keep the skin drier, creating a healthier microclimate.
To learn more about prioritizing skin health when managing incontinence, download our eBook covering this issue.
A while back, I was told a story from a grandmother caring for her granddaughter with spina bifada, who told us her insurance carrier insisted that she substitute Tranquility for another brand. Almost immediately after the switch, the granddaughter acquired a UTI and was hospitalized. With the help of her doctor, she started using Tranquility once again and quickly saw significant improvement in her condition.
#7: Free Samples Program
One of the best ways to sell Tranquility is to let customers try it out it for themselves.
One of my supply partners who started offering free Tranquility samples shared this feedback from their customer: “I never thought I would find a product that works so well. After trying the sample, I knew this was the one.”
Reach out to me for details on how Tranquility Dealers can participate in our free samples program.
#8: Offering the Right Products for Different Markets
Tranquility offers a great solution to your entire customer base, with excellent protection at an accessible price for both private pay and Medicaid clients. Our team can work with you to build a product mix that helps provide better health outcomes for those you serve while also protecting your business’ bottom line.
(To learn more about offering Tranquility through Medicaid, read our blog, “6 Ways Tranquility Helps Medicaid Dealers Succeed.”)
Taking the Next Step
When it comes to selling Tranquility, the real secret is knowledge. The more you and your staff know about the products, the better equipped they’ll be to solve your customers’ most challenging incontinence issues.
Contact me today at 1-800-467-3224 ext. 307 or lmika@pbenet.com, and let’s chat about how we can train your team to become Tranquility experts!
Lori Mika
Lori Mika is an Account Executive for Principle Business Enterprises, the parent company of Tranquility Incontinence Products. She is passionate about building relationships with customers and educating them on products that significantly improve the health outcomes and uplift, enlighten and enrich the lives of the patients, clients and residents they serve.
