Drug Rep Time

How to succeed in Pharmaceutical Sales.

Begging for leftovers.

If you are a market leader, skip this post. Go sell more and enjoy your leadership.

Well, today I heard it again: “We are not asking for much. We know you like…XYZ medication (our competition). We just want you to give us a couple of scripts here and there”. This rhetoric is so painfully familiar, that I felt like crying along.

So, let’s look at the message that I am getting: “We do not believe that our brand is the best. We do not believe that we can sell it to you. We are not proud of our product or ourselves. We are begging for leftovers”.

Has anyone ever analyzed outcomes of such approach? Let me tell you what happens after.

A. No scripts. B. You committed your brand to a death sentence. And along with that you committed yourself. 

We all know the numbers game you have to play. But, please, do not put your name under the statement of your brand’s failure. Remember, you and your product are not the same. Even if you think that you are selling a stinky product ( which is NOT the case ), you do not want to be seen useless as a REP. Find and regain your pride! Everything has its place in the market. Locate the niche, locate your primary sales targets and grow them. Do not beg those who are not your primary market for any leftovers.

If I am not saying what you are seeing, I want to hear it. Please post your comments.

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January 2, 2008 Posted by | Marketing and Sales strategies | , , | 3 Comments