Drug Rep Time

How to succeed in Pharmaceutical Sales.

Speak to the scepticism before scepticism speaks to you.

Do you ever encounter objections while speaking to your doctors? How do you handle them? Do you run into the same objections over and over again? I bet you do. None of your products is perfect and none of them is good for everyone. There are many ways and techniques to overcome objections but the two key strategies that guaranty 80% of your success are: know them and address them upfront in your conversation. Knowing the objections means being able to isolate the objections down to their core. Surely there will be dozens of scenarios for individuals doctors, however having spent time in the field you should be able to know the main and the strongest ones pertinent to your products. Write those you already know down and constantly add to your collection as you go along. Now, once you’ve reviewed them and crafted masterful answers to diffuse the objections, you have a choice of either overcoming them when are still in their fetal stage or waiting until the end of you pitch when such objections may grow to become full-blown tumors. Actually, you don’t have that choice. You don’t want to wait until the building is completed to remove a defective brick from the foundation, do you? Put them to rest so that the remainder of your presentation or conversation evolves naturally around your strong selling points. And don’t be afraid, you already know what to expect. You’ve heard them. Act upfront and always speak to the scepticism before scepticism speaks to you.


March 29, 2008 Posted by | Marketing and Sales strategies, Sales Tips | , , , | Leave a comment