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.

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March 24, 2008 Posted by | Inside your doctor's mind, Marketing and Sales strategies | , , , , | 2 Comments