Drug Rep Time

How to succeed in Pharmaceutical Sales.

Give us one tip that works for you!

It’s time to share. One tip. Give it to us. It can be as brief as one word. Be light. No hard thinking or justifications needed. I will post one tip after every third comment.


December 1, 2007 - Posted by | Debates, Your best comments |


  1. Have fun!!!

    Comment by Anonymous | December 1, 2007 | Reply

  2. food is the key

    Comment by bee | December 1, 2007 | Reply

  3. Be confident…

    Comment by Anonymous | December 3, 2007 | Reply

  4. get their attention

    Comment by N | December 3, 2007 | Reply

  5. ok, i promised one tip per every three of yours.
    If you feed more than one doctor in the office and not everyone showed up yet, please do not start your own meal and do not sit until everyone who is expected sat down to eat. By standing and waiting and not eating you show the last person to come in your full attention and acknowledge her/his importance.

    Comment by doctor | December 3, 2007 | Reply

  6. Doctor I agree with you to an extent. However, sometimes doctors may show up late, 1-2 hours after the scheduled lunch. Also I would rather eat ahead of time so I am not talking with a full mouth.

    Comment by Anonymous | December 5, 2007 | Reply

  7. “Food is the key”? please tell me you are kidding!? If that is your philosophy you should be in catering not Pharma! Haven’t you listened to any of the comments in the past few weeks. You are to be a consultant about disease states and products according to your job description and what Dr S has been talking about as well. This is what is wrong with you newer reps (and please bee don’t tell me you have been out in the field “x” many years because a statement such as that would never ever come out of a veteran rep.)
    As per eating first, That again is a “bonehead” move. If you notice for example at Dr S’s office, Pauline eats last and checks to make sure during the coarse of the lunch that everyone has rotated in for some food. How would you like her to see one of the staff go hungry and you are standing there with sauce on your lips. Get it through your heads people- That lunch is not for you! If something is left after everyone else, then you eat. If you wanted to be a caterer so badly why did you waste soo much time getting that BA in Communications?

    Comment by There I said it | December 6, 2007 | Reply

  8. Easy baby, easy.
    I’v been around for a while now.
    My entire business is based on feeding them.I know what everyone of my docs likes and I deliver. Doing very well, trust me.
    I am in Texas.I am reading this blog and learning just like you.But i got my own style.
    Actually i got an MBA, do you?

    Comment by bee | December 6, 2007 | Reply

  9. As promised every third is mine:
    70% listening
    30% talking.
    Setup your customers to express themselves. Huge benefits.
    Be a listener first.

    Comment by Doctor | December 7, 2007 | Reply

  10. Food is not the key, but in many offices it is the only way to gain time with physicians. I only eat first if the staff pushes the issue and insists. I prefer to wait until everybody has gotten what they want and I’ll take whatever is left.

    As for not sitting until everybody has arrived. I disagree. I am paying for the lunch and expect to be sitting with the doctors to discuss my products. I usually sit where I will be the center of attention and always wait for all of the docs to arrive before pitching my products.

    Comment by Anonymous | December 7, 2007 | Reply

  11. To wait or not wait, well I know I will wait for sure at Dr. S’s office because he prefers his reps. to wait. Knowing is have the battle – G.I. Joe said that I think! I think Food can be key because it can differentiate you. No I don’t think of myself as a cater, but I do have good taste, time mgt. and do put thought into who I’m going to see and what might they enjoy. I try to always call the day before a lunch to see what they had and ask if there is anything they would like or not like. I love when they say surprise, for I have become friends with the best caters in town and switch it up literally. Meaning I have a cater from the opposite side of town bring something as a favor for me to the other side where he might usually not deliver making it something i know they never had or don’t normally get. The staff and Dr.’s are usually very appreciative & impressed. Starting the call on the right foot is critical i think for it adds up making you a more creditable proffesional. ūüôā One more thing I enjoy feeding everyone and I want them to be happy with what their eating. I love food, so in conclusion you can make food key if you want to – i think so at least. ūüôā

    Comment by Maria | December 7, 2007 | Reply

  12. Are you for real? I will ask what they want for lunch but will not bend over backwards to bring them a gourmet meal. Seriously, do you think they really appreciate the fact that you wasted your time trying to stand out from the rest of us glorified caterers? I am there to discuss business – lunch is just an evil necessity to get the time I need with the doctors.

    Comment by Anonymous | December 7, 2007 | Reply

  13. I agree w/ Dr. Sungurov that as a host we should not start eating until all of our guests have been served, however, I would say that we should take into concideration how late the missing person is and if the food is pre-ordered or not. If the food is pre-ordered and can get cold, and the time set asside for lunch is short, we should encurage the rest of our guests to start eating and join them ourselves to allow the appropriate time for the main cours of business: our discussion/eduction. Not joing the rest of our guests and waiting for the missing person can send the message that all of the ones present are not as important as the one that is late.
    I would just add a few pointers I have learned in my etiquett classes for hosting a lunch out of the office: If we are the host we should arrive early. Give the best seat (the one that look out) to our guest. We should always see that our guest‚Äôs order is taken first. If the guest orders a first course ‚Äď soup or salad- so should we. If the guest declines a drink, we should too. If they order one, we should too. If we are drinking alcohol, we should limit ourselves to one. We should not discuss business until the meal is ordered and we should not order foods that are messy to eat (whole lobster, French onion soup, pasta.)

    Comment by Josefina | December 8, 2007 | Reply

  14. What a great diplay of differences! I agree,
    food matters, your interest in bringing quality food matters, your interest in their preferences matters, your punctuality matters, your manners , your position at the table, all of that is important. However in order to pitch yo gotta ask questions first , let them talk most of the time ( 70-80%), let them feel that you care about them . Look out, have your message (pip) delivered when his/her attention is maximal,when his stomach juice is present to digest it, and the intestines are not bloatted yet to excuse themselves to the restroom, so to speak.
    P.S. Josephina, pasta is not cosidered “a messy food” in Tristate area. This is what we eat around here. It helps us grow (literally).

    Comment by Doctor | December 8, 2007 | Reply

  15. Dear Bee,

    To quote you-“I got an MBA…” Yeah I’m sure. The only MBA you have is a Morbidly Big Ass from all that catering you are doing!!! What was your thesis “The Corn Dog vs BBQ-Which will earn you more RXs?” You are what is wrong with the industry. Try a little test for us all will you? Look up the idea of ROI(Return on investment) in one of those Elementary Business books you failed to open and read it. Then I challenge you to come up with at least two ideas on your own other than shoving food in Drs faces to make your sales goal. Here are two “gimmees” for you. Work a Hospital for a day, or a grand rounds for crying out loud. You will get far more respect for that than knowing where to get the best wings. Have some self respect.

    Comment by There I Said It | December 12, 2007 | Reply

  16. slightly immature..don’t you think?? (for previous comment)

    One tip is the less clutter you bring to an office the better. don’t fumble with samples, don’t stress about the signiture pad. Come in with a clinical and talk about how this information will help the doctor….be seen as a resource and you will be valued.

    Comment by Anonymous | December 13, 2007 | Reply

  17. Food is not the key. How about trying to bring value to the practice instead of just bribing the practice to see you? All you end up doing is having them expecting you to bring them food repeatedly. Food does not differentiate you… All it does it make you blend in and typecast you as another Pharma rep

    Comment by Anonymous | September 18, 2008 | Reply

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