Drug Rep Time

How to succeed in Pharmaceutical Sales.

In order to convince you got to be convinced.

Zig Ziglar, one of the best salesman of our time, once wrote that selling is essentially a transference of feeling. He said: “If I (the salesman) can make you (the prospect) feel about my product the way I feel about my product, you are going to buy my product”. In order to transfer a feeling, you’ve got to have that feeling. Try to persuade your doctors to write your product without being convinced that your product is the best for their patients, and that fact comes across to the prospects. What you frequently do is behave like you sell water in the flood. Yes, you got competition; yes, other products have many of the same features; yes, doctors have too many choices. But so what? Someone else said : “Believers are closers”. The C in the word “close” stands for conviction. Without that C you get “lose“. So whenever you enter your doctor’s office remember: In order to convince you got to be convinced.


March 24, 2008 - Posted by | Inside your doctor's mind, Marketing and Sales strategies | , , , ,


  1. What in your mind is the most effective brief clinical subject when I am presenting to a doctor?
    dosing/effectiveness/safety/ well tolerated/ins coverage?
    Any help is appreciated-Thanks

    Comment by Anonymous | March 26, 2008 | Reply

  2. All of the above and none of the above. The most important topic to your doctor is the doctor himself. But, since you asking me about a brief clinical topic and your selection is complicated, you should keep in mind that emotions sell before knowledge. Find out what is the cause of your doctor’s main “headache” and address his/her pain first. Suppose you sell a narcotic pain killers. What stops your prospect from using your XYZ stuff: fear of patients addiction, fear of overdose, fear of drug-drug interructions, bad experiences, and so on? Either simply ask or set him up to volunteer the info. Once you know what’s important- you got your most effective topic to address. Great question. Thank you.

    Comment by Doctor Max | March 29, 2008 | Reply

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