Drug Rep Time

How to succeed in Pharmaceutical Sales.

If you want to win.

So what consistently impacts your sales the most? The comments to the previous post suggested that you think that there isn’t  any “one thing that fits all”. You are right, but is there one common denominator?  I also promised to tell you how I tested that in my own sales. Here is a question : What do doctors do in the rooms or on the phones with their patients? The answer is: they sell. Specifically, they sell to their patients problems and solutions. Example: Mr. J has high blood pressure. His doctor’s job is to sell him on the need to treat high BP and to treat it for an indefinitely long period of time, on the compliance with treatment, on the need to follow up regularly , to pay for the medications, to do testing , etc. In fact, your doctors do it every day, with multiple patients, multiple individual circumstance, multiple objections, multiple socioeconomic considerations including time issues, money issues, trust issues, knowledge and education issues. Moreover, your doctors end up “selling” YOUR medications as best solutions for their individual patients needs and wants. Now, tell me how it is different from what you are doing? If and once you overcome the “medicine is a sacred profession” objection, you will realize that all your doctors are in sales.  And what do all sales have in common? The answer is that every single sales transaction is a form of EXCHANGE. Something has to be exchanged, whether it is knowledge, conviction, passion, confidence, experience, physical object, service and whatever else you can think of. The key condition for success of such exchange is ENERGY. None of exchanges in communication is possible unless some form of energy is passed along. When your goal is success a positive form of energy must be manifested and exchanged. If you are a recipent in a sales transaction whether you are a patient in the room or a doctor in the office would you be more likely to participate if you sense a. negativity, b. indifference or c. positivity? Would you likely buy from the sales person whose response to your ” what’s new?” is: a. “same s..t, different day” or “we are getting killed by..”, b”same old, same old” or “nothing much” or “TGIF’, or c.” happy to be here working with you”?  Multiple studies showed that adding energy consistently increased sales across the board. I tested it myself and found it to be true in my communication with eight to nine thousand patients a year, black or white, reach or poor, young or old, tough or easy, friendly or hostile, educated or not, for past nine years. When you are at you doctors’ regardless of how you look, how smart you are, how great or poor your product is, how well connected or far disconnected you are with your clients, how useless your DM is, how often or rare, how early or late in the day, with or without food, you will uniformly increase your sales if you consistently deliver higher energy. I mean that anything HIGHER than your baseline will move your sales up. Do not believe me? Just test it. One caveat: do not fake it – keep it real. The key to success is to raise your own energy. When you do, people will naturally be attracted to you. And when they “show up, bill’em”.

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May 18, 2008 Posted by | Sales Tips | , , , , | 15 Comments