4 Tips For Medical Sales Reps
As a medical sales rep, you probably already know that getting your foot in the door can be a tough task. Not only do you need all the skills of a professional salesman, but you also need to be able to work around the incredibly packed schedules of doctors and other medical professionals. So it’s vitally important to have a battle plan for when you do get the opportunity to make your pitch. Here are a few tips to help you find more opportunities and make the most of them.
1. Know Your Products
One of the biggest mistakes common in sales culture is assuming that salespeople don’t really need to understand their product in order to sell it effectively. After all, you’re a salesman, not a doctor. But the people you’re pitching to, from surgeons to general practitioners, will know your products inside and out because they work with them every day.
Knowing less than your clients do about your products means you’ll be unable to answer questions they have, and it’ll make you look unprepared. On the flip side, if you’re prepared to answer questions and offer alternatives, they’ll be more likely to come back to you when they need other products in the future. Plus, showing genuine interest in your product is a great way to “hook” your clients and get them interested in it, too.
2. Do Groundwork
If you’ve been in the medical sales business a long time, you might begin to feel like every hospital or doctor’s office is essentially the same. You might feel comfortable just walking in and making a pitch on day one. But getting to know the territory ahead of time will go a long way towards preparing you for a successful pitch. Familiarize yourself with the floorplan, and maybe get to know a few key people along the way, such as receptionists.
This strategy will help you when you’re figuring out what times of day are best for approaching doctors, and what policies might be in place that you should be aware of as you move around the building. Remember, it’s important not to ruffle any feathers by becoming a nuisance around the hospital or practice, so be respectful of the rules and of everyone’s schedules.
3. Be An Early Bird
Working in an industry with doctors and surgeons means keeping the hours they do a lot of the time, and that means being prepared to show up to sell during off-hours. Showing that you’re ready at any moment to do your job will impress your clients, and will give you a reputation as a reliable salesman. Arriving at the hospital or office before the client is a great way to make sure you’ll get a few words in before they start work, and will give you extra time to set up and prepare for the pitch.
It’s also important to remain flexible with your schedule, since doctors don’t always know exactly when they’ll be available. A case that should have taken an hour might take three, so it’s good to be comfortable shifting your meetings and appointments around to accommodate. And while you’re stuck in a hospital waiting, use the time to do the groundwork mentioned in tip number two – you won’t regret it.
4. Remember the Third Party
There’s a third party, the patient, present during your sales medical pitches that you might forget about from time to time. Focusing on the client to make the sale is a natural strategy, but it can make you come across as mercenary. Keeping the patients at the forefront of your pitch, even if it means recommending other companies’ products, will build your credibility and impress your clients as well.
Unlike most salesmen, your career is guaranteed to impact the lives of others, so it’s important you take your role seriously and use these tips to do your best and maintain integrity along the way.
