Drug Rep Time

How to succeed in Pharmaceutical Sales.

Start here. Get your Doctors’ attention.

OK. Most of you in your responses to the survey said that this is the topic of value to you. You are right on the money, because without their attention there won’t be any transaction. Can you educate when one wants to get out now, needs to answer a phone call now, is bombarded by 3 different conversations, dying of thirst or simply can’t hear you.
Would you ever think to ask her to marry you while she is on the phone with her credit card company trying to dispute a transaction?
If you think “yes” -rethink. And if you do it- Good Luck…
Your message delivered in the absence of her/his attention looses it’s immediate impact. Moreover it looses it’s potential to have any value or power in the future. You know why? Because in the midst of noise their brain catches something without reaching their awareness. You think it’s OK, because next time their brain will recognize it as something familiar, something already heard.
Right? Maybe on paper. In reality their brain will associate that message with the negative circumstances and instead of bonding with your message , the brain will get frustrated with it and what’s worse with YOU next time when the same message and the messenger are back. The more of the same you do, the smaller your chance to ever deliver your next message will get. Instead of becoming an educator ( that you all said you want to be) , you become an “irritater”.
Slow down, visualize their attention, watch and once they ready – you go.
What’s the best manifestations of their attention? Their direct question addressed to you, their direct eye contact with you, their mouth shut and ears unplugged, so to speak. Identify these simple signs and you are ready to go.
Even if you are dying to share your new indications, your new sales line, still slow down, take a look around, feel what they feel, think if the current circumstance allows, if not, see if it can be modified to benefit their attention (not your itching to talk).
By showing respect and making a neutral comment important to them you either will modify the circumstance right away or will get a better foundation for nourishing their respect to you in the future. Remember, it is all about THEM, not about your product.
And yes, with some of them you won’t succeed because it is rather late to correct established patterns of disrespect to you, or else because some of them are genuine jerks, but so what?
Don’t let those 20% that can’t stand you give you 80% of your pain.

OK, guys, we officially started. I want to see your comments. I know that you come here to read and learn but it is a conversation, not a monologue. Without your comments, I can’t get myself going…Also please forward the links and invites to your peers.

The next topic will be part 2, and the most important part of “Getting their attention”, called YOUR ATTENTION GRABBING PITCH. Coming on Sunday or early AM Monday.

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November 15, 2007 - Posted by | Marketing and Sales strategies | , ,

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