Drug Rep Time

How to succeed in Pharmaceutical Sales.

Sales are exchange of energy.

Now you finally got their attention. What do you do next? What do you say when you talk? Are you ready? Do you have a message? Is it powerful, is it memorable, is it concise? I am afraid most of the time the answer is “NO”.
Way too often the reps are apathetic. No energy, no message, just small talk and yapping about the topics that they feel comfortable discussing with their clients. Time after time, week after week I witness how some great opportunities are lost. “But that’s how we bond with the docs..” , some may say. For strong market leaders, or for those docs who are in love with your products this approach delivers results. Great! Are you satisfied? Are these the outcomes that you are looking for? If yes, the rest of this post is useless for you.
Sales are exchange of energy, period. If you are apathetic, so are your sales.
Grow out of comfort of mediocrity. Think about it: your competition is coming right after you and is about to destroy you with her passion and energy. Do you know how easy it is to get attracted to energy? If you were a doctor would you rather listen to and learn from a rep with an apathetic attitude?
This may not be in your sales manuals but:
The single best way to learn is to unlearn first.
If you are looking for new outcomes find new approaches. Get rid of habitual patterns. Grow uncomfortable with boring. Do not allow yourself to slack off ” just this one time”. Learn to be ready NOW. Say what you need to say NOW. Pass on your energy TODAY and pollinate those flowers like a bee.
Doing things the same way brings more of the same results. It’s true everywhere you look in your life.
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.


December 13, 2007 Posted by | Marketing and Sales strategies | | Leave a comment