Getting Started in Medical Sales 

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Suggestions for obtaining Doctor sales Appointments?
Posted by: Steve (Host IP Logged)
Date: November 17, 2009 09:39PM

I am looking for help and suggestions for the best way to get past the gatekeeper and have an opportunity to present my product. The toughest thing to do in this industry is having the opportunity to peek the end users interest. Does anyone have any tried and true methods for getting past the gatekeeper? Can anyone suggest a good book with some recommendations?

Thanks

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: Jack (Host IP Logged)
Date: November 18, 2009 02:10AM

That my friend, is what separates the men from the boys. If it hasn't dawned on you yet, this is a "sale" (the getting past the gatekeeper part.) Qualification, presentation, handling objections and CLOSEing the "sale" with the gatekeeper,to get to the Dr.

If you can't do this, it doesn't matter if you do get to the doc or not. Your next post will be "nobody will order my product, what do I do?"

Please, go learn your trade. Read some sales books. Figure out what the difference is between an "order taker" and a "sales person."

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: Gary (Host IP Logged)
Date: November 18, 2009 03:15AM

Steve,

What Jack just said to you is soooooo true. You may even consider taking a Dale Carnegie course or a Xerox sales traing course.

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: Miles (Host IP Logged)
Date: November 19, 2009 07:35AM

I agree with Jack and Gary. I would suggest Tom Hopkin's "How to master the art of selling" as a good book to start with.

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: Gary (Host IP Logged)
Date: November 20, 2009 04:52PM

Miles,

I have this whole set in audio. It is fantastic.

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: Ray (Host IP Logged)
Date: November 23, 2009 03:06AM

People on this board are so damn arrogant. It is obvious that the guy was asking for help but every reply just kicked him in the gut.

One mark of a professional is being willing to improve your skills. I would suggest www[DOT]salespractice[DOT]com for a site where people are willing to help out.

They may not be medical sales reps but they are willing to help.

Good Luck



Edited 1 time(s). Last edit at 11/23/2009 05:09AM by admin.

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: Steve (Host IP Logged)
Date: November 23, 2009 04:16PM

Thanks for posting your response. I felt the same way after the first two messages were so judgemental. You took the words right out of my mouth. have a great day. Steve

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: Jack (Host IP Logged)
Date: November 23, 2009 05:21PM

Ray and Steve-

If you want coddling, pick another line of work. If you want the truth, the truth that will make you successful, earn more money and lead to an incredibly rewarding career, then take the advice as given. To not inform someone what the obvious issue is nothing but cruel and a complete disservice to the person asking for help. Should we not tell it as it is, so that the person can avoid failure and misery?

Steve, I've been in Medical sales for over 30 years, in the top 5% of wage earners. You may not want to hear it, but you need to, if you ever want to have success in this business. You will be out of a job soon if you continue on with your current level of expertise. Trust me on that, you would be well advised to take the advice as given.

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: Steve (Host IP Logged)
Date: November 23, 2009 10:14PM

Fair enough Jack. The truth of the matter is I have been in medical sales for over 25 years and I also have a documented record of success. My career has been spent calling on department heads in hospitals. They are not doctors but rather department administrators. They are usually receptive and open to visiting about their needs.

I am now starting a new career calling on doctors offices and that is a different beast. I was just looking for some advice or suggestions on some tried and true methods for getting past the gatekeeper. That is all. The next thing I know you are impuning my sales ability. Trust me Jack it is no big deal. If you have been in sales for 30 years then we are both about the same age and God knows we are too old for this dumb conversation. Let's just chalk it up to a misunderstanding.

God bless you and your family and I hope you have a great Thanksgiving.

Steve

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: Grace (Host IP Logged)
Date: August 28, 2012 04:09PM

BRAVO, Steve!

I read this entire line of posts and thought, what a couple of arrogant, sales reps - the type who give the rest of us a bad rap.

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: merepsorg (Host IP Logged)
Date: September 14, 2012 12:34PM

Steve,

Do yourself a favor when dealing with the gatekeeper. Be very cordial. Let them know you haven't called on their office before and even if you have, you could use some help and advice on how to prodeed in presenting your product. Many salepeople try to get around the gatekeeper by tring to go directly to the doc. Guess what, by making them feel insignificant, you just made an adversary. Make them feel important, and make them feel as they are part of the process. They truly are helping you. Thank them for all the help. And if you get to the doc, don't forget them. Whether you make a sale or not thank them for their help. You'll probably be back in that office again, and they will remember how "nice" you were.



Edited 1 time(s). Last edit at 11/07/2012 03:31PM by medrepsorg.

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: nsrweb (Host IP Logged)
Date: October 31, 2012 04:32AM

This is the approach we are suggesting for our distributors.

We suggest they give a copy of our DVD to the receptionist or assistant (the "gatekeeper") to improve their environment. It's a nice little addition and the sales person can make it about them AND the patients. By the time the sales person gets out of the doctors office the gatekeeper will be relaxed as will the patients. The sales person will forever have the gatekeeper on their side.

Some medical receptionists have to put up with Fox News or soap operas on all day. Many probably hate it, and so do the patients.

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Re: Suggestions for obtaining Doctor sales Appointments?
Posted by: Demarquis L Johnson (Host IP Logged)
Date: May 25, 2018 01:04PM

I work in sales and marketing for a digital marketing company. The best way to get the gate open is with kind words and gifts. If you have the budget send over a desert or early morning coffee. Follow that up with a call to see if they recieved your gesture. Then pitch your heart out. Also, doctors offer appointment forms and feedback pages. If you leave your info they call you instantly. I always fill out the card stating this is a sales pitch. They never read the form, they just call. So when they greet me with attitude I always reiterate that my form said sales pitch. Then I ask for the proper method to contact the doctor. It works! Need more tips call my Google number or text 321.209.0886

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