Getting Started in Medical Sales
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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."
What Jack just said to you is soooooo true. You may even consider taking a Dale Carnegie course or a Xerox sales traing course.
I have this whole set in audio. It is fantastic.
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.
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.
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.
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.
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.
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.