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.


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


  1. This is true because then it becomes peer to peer selling by informing drs what other drs in the area use and why they use it. There is nothinig wrong with asking a dr why they use their product, what they say is Exactly what you should be using in your detail. Good Stuff!

    Comment by N | January 7, 2008 | Reply

  2. Dr. S, thank you for this site and your help. I am a new DM that is truly focused on this type of dialogue. It is my mission to help my reps cultivate a relationship with their customers based on the customers needs. The only way I can see this happening effectively is through honest questioning/dialogue. My advice to my team is to repsect the HCP’s as teacher and be a good student first. There is always a better way to ask a question. Your previous topic that focused on voice infelction was great. It truly is how you say it, not what you say that counts.

    Comment by New DM | February 28, 2008 | Reply

  3. Glad to hear you enjoy the site. Please invite your team to participate.

    Comment by Doctor Max | February 29, 2008 | Reply

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: