Drug Rep Time

How to succeed in Pharmaceutical Sales.

Five reasons why you can’t sell.

Over past few months I spent countless time trying to analyze why reps fail to sell. There are numerous reasons, however here are five key ones.

1. Apathetic attitude. This is probably the most common trend. You want to sell but because you project no energy, passion or conviction, your doctors, who are themselves energy deprived, do not connect with you.

2. Inability to get true attention of your targets. This ties to apathetic attitude but goes beyond that. On one hand, you do not use sound bites that truly induce interest and make them listen. On  the other hand, you often don’t know what moves your doctors and what they care about.

3.  Lack of effort ( or skill ) in setting up buying criteria. You do not sell the problem properly. You are not convincing enough while explaining what problem your product is the answer to and who owns that problem.

4. No clear and concise brand message or singular idea that every product must have in order to bond with consumers. Most of you can’t formulate ( even when asked directly ) what is it that makes your medication the one to prescribe. This is an industry wide issue and it comes from your home offices where hundreds of marketers, managers and trainers simply do not do their job of supplying you with the messages that impact. But wait. Before you blame others ask yourself whether you just need to brush up on that and maybe dig out what you actually have been taught, but never fully understood or forgot.

5. No prep work. Week after week you remain the same.  You bring very little new, relevant, immediate or topical info to your doctors. Every sports team that ever wins anything has a game plan for each new game even when they play the same opponents. What is your game plan for this week?

Each of this big five was discussed on this blog. I encourage you to go back to the categories and to reread the topics that  you might be legging behind in. Then go back to your clients, APPLY what you know and START selling.

February 12, 2008 Posted by | Marketing and Sales strategies | , , , , , | Leave a comment