Becoming a Successful Medical Sales Rep
Medical sales are is one of the highest paying industries in the country, so if you have qualifications for the job it’s a great line of work to consider. Typically salespeople have some type of medical background, whether it’s a degree, work experience in a doctor’s office, or a previous medical certification. In addition to these credentials, successful sellers usually have extroverted personalities and love interacting with others. If you’re just starting out in medical sales or looking to expand your book of business, there are a few tips you can keep in mind to stay on top of your quotas and drive business.
Get Your Timing Right
Even with the most advanced sales automation software, you’ll still have to put in the leg work to have a successful career in medical sales. One great way to show doctors and personnel that you’re serious about what you do is to show up at the hospital before the doctors get there. If you can get a word in with them before they’re clocked on and focused on the job, then you’re much more likely to set an appointment for another discussion. It gives you the opportunity to capture a doctor’s full attention, which in turn greatly increases your chances of opening an account.
Another thing you’ll notice as you get into the flow of your career is that lunch time is the worst time to take a break. Although many doctors in hospital settings may work various hours, everyone still likes to break for the lunch in the middle of the day. You might get the most business done between 11 a.m. and 2 p.m. simply because you can meet with doctors and practice managers when they’re taking their lunch break. Offer to buy a meal if your company allows or just meet them in the cafeteria so they don’t have to break their daily routine. It gives you a captive audience and plenty of time for a back and forth conversation instead of just an elevator pitch.
Understand Your Clients
As a salesperson, you’ll have to work with a wide variety of personalities. To be effective in your job, you’ll have to know what works with certain people and what completely turns them off to your services. For example, some doctors are worried solely about their bottom line. They’ll want all of the hard facts and figures about your products and ask to know exactly how much your services will cost. Other professionals might be more people focused and think more about how your services will benefit their patients. They could ask more questions about cost for the patient, ease of use, and warranties. As you speak with potential clients, you want to pick up on the clues about what’s most important to them and work that angle to ease their minds and assure them you’re the right choice.
An easy way to do this is to use your personality to your advantage. Extroverts tend to gravitate more toward sales because they love interacting with others, but that doesn’t mean an introvert can’t succeed in this role. Introverts can do great in these situations because they know how to listen and sift through client concerns. When a prospective client feels heard and appreciated, they often are more inclined to do business with you.
Know Your Stuff
Finally, you want to make sure you’re well-versed in what you’re selling and the pain points of the medical industry. If you know what areas give doctors the most trouble, then you can speak to how your products will alleviate those strains on their practice. You also need to be able to provide detailed descriptions of your products and how they can help patients recover or retain a certain quality of life. Being able to run a product demonstration can go a long way to convincing doctors to trust in your services and give you their business.
