Drug Rep Time

How to succeed in Pharmaceutical Sales.

Know your weapons.

Do you always know what made your sale? Is it important? You bet it is. Let me suggest that we should never assume that we know what other people ( in this case your doctors ) think. Hence the best way to figure out why some of them all of the sudden start writing your product is to ask.

Let’s divide your prescribers into two groups. First group are those who have been “writing”. They should be the source of your product’s testimonials. You should ask them what it is about your product that makes them use it. Ask them now and ask them again and again in the future. Pass that information along to your other clients. This is your asset. Collect it and continue accumulating.

Second group are those who rarely or never used your product before. And then one day you start seeing their scripts. Go back to them and ask them what affected their prescribing patterns.  Ask what changed? There you may find precisely what you need to help you with your next customer. Was it a detail piece? Some new data? Was it you, your persistence, your comment, your speaker, your coffee and so on. Just ask. They will be happy to tell you. Once you learned it , you got a new marketing and sales weapon. Don’t assume that you know what worked even if it seems obvious. Prudent question is half-wisdom.

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January 5, 2008 Posted by | Inside your doctor's mind, Marketing and Sales strategies | , , , , , | 3 Comments