Drug Rep Time

How to succeed in Pharmaceutical Sales.

Got a business card?

Take your business card right now and write your sales message on its back. If you can’t write your sales message on the back of your business card, you probably don’t have a message. Brevity and clarity have become the  paradigms of successful sales. There are two reasons why such test of your sales pitch is necessary.  The first is time constraint on those you are trying to convince. The second reason is that even when your target has time to read or listen his mind can accept only so much information in one steady flow. America became an ADD nation. Before you know the mind of your doctor drifts so  far away from you, starting to wander about money, sex and all the other good things in life that you, my friends, become obsolete.

As a special “thank you” to the readers of this blog, I am ready to give you my undivided attention and time. If you want to test how good you are, write your message on your card , then copy it and sent to questionfromrep@gmail.com. I will review and privately reply to the the first 50 emails, which with the amount of the mail I get from you means you probably have ~3 days to get in. What you sell is irrelevant. Be topical and vital. Words of caution: please avoid terms such as Power, Long lasting effect, Unique, etc. Frankly, nobody cares about your unique long lasting power except for completely different circumstances which I hope you all can relate to. Good luck.


February 20, 2008 Posted by | Marketing and Sales strategies | , , , , , | Leave a comment

Shrink your sales message! Shrink it again! And then shrink it!

In the era when we are bombarded by thousands of messages everywhere and every second, what you say and how you say it is the ultimate way of getting your audience (your doctors ) attention.
This is from the book “Position for Profit” by Jon Ward. Please do not skip, read  and enjoy this powerful and simple wisdom.

There was once a Chinese emperor who assembled a few of his most trusted ministers and issued this command: “Travel throughout the world, gather all the wisdom you can find, and assemble it in one place here in the royal city.” The ministers set off, north, south, east and west, accompanied by soldiers, servants, carriages and provisions. Years passed until one by one they returned, hauling behind them caravans of books and scrolls. A vast library was constructed, covering many acres, and the world’s wisdom was carefully sorted and stored on its miles of shelves. One fine day, the emperor was invited to a grand opening of the collection. He stepped into the library, gazed this way and that, and sighed. “I may be emperor, but I’m a mortal man. How will I ever be able to read even a fraction of this great treasure? I need you to reduce it to something more… manageable.”
Crestfallen, the ministers recruited teams of scholars who set about pouring through the great tomes and parchments, selecting, editing, simplifying and distilling the material. After ten years had passed, they were ready to present the result to the emperor. Proudly, they invited him to a single room, lined with books from floor to ceiling, all the way around. The emperor stared at the book-lined walls, and sighed. “Ten years ago,” he said, “I would have been content to shut myself in this room and spend my remaining years reading all these wonderful texts. But alas, the candle of my life is burning low. You must reduce this further.”
Exasperated, the ministers doubled their army of scholars and set them to work scoring through the books for the most essential wisdom each had to offer. Five years of grueling labor followed, and the ministers were ready for the emperor again. By now, he was too feeble to move, and they brought their results to his palace on a large red cushion. It was a single book, entitled “All the Wisdom of the World.” The emperor smiled weakly, and began to thumb through its hundreds of closely written pages. He sighed again. “Too much, too much. Don’t you see that my days on this earth are numbered? Reduce this again.”

The ministers withdrew with their massive book, and for the next 100 days and nights they labored, with barely a pause or a short nap, to do the emperor’s bidding. On the 101st day, they anxiously ascended the palace steps and approached the emperor’s throne, led by the chief minister. In his hands, he carried a small, exquisitely carved jade box. Bowing low, he presented the little chest. With trembling hands, the emperor raised the beautiful jade lid. Inside the box, he found a single square of parchment. Lifting it close to his failing eyes, he discovered that it was inscribed with just five words:
“There Is No Free Lunch.”
The emperor smiled, sank back in his throne, and expired.

November 28, 2007 Posted by | Your brand message | , | Leave a comment