Pharmaceutical Sales Rep-Selling Skills

These 11 medical representative skills are the skills that one of the foremost important medical device companies used between 2003 and 2008. they assist reps to make a much better pitch when closing or equip them with better negotiation tactics. In short, these skills for selling help them, and perhaps you, sell better and sell more.

 

The techniques are as follows. 

1. Pre-sales call planning Here are a few things that the medical representative wants to believe in pre-sales call:

   i. Current situation of prospects 

   ii. inspect what's happening in the prospect business currently and their working environment. opportunity 

  iii. Identify space that allows a rep to return into a partnership with prospects. it's a future view of things. Can a medical rep spot any opportunity to work with a prospect? 

2. Set strategic call objective

 i. What does a medical representative expect from the sales call today?

 ii. what is future expectation?

 iii. Are the goals specific, result-oriented, and realistic?

 iv. Did the medical rep record it down?

 3. Successful sales call strategy Based on the sales call objectives:

 i. What message is conveyed to the prospects?

 ii. What are the key points?

 iii. Any visual aids to use?

 iv. Any supporting documents needed to strengthen the statement?

 v. What else is required to urge the message across effectively?

 4. High impact call opening

 Good impressions cause rapport and rapport leads to trust. Medical representative already knows that trust is critical in building the connection. Here are 3 keys for creating good first impressions:

 i. Develop rapport 

ii. Established credibility 

iii. Professional appearance

 5. Powerful sales presentation Reps should be able to:

 i. Develop and deliver Impactful Opening Statement 

ii. List products feature and corresponding benefits

 iii. Develop skills to present products effectively

 6. Justifying sales key messages MR can:

 

i. Prove key message with reprints 

ii. Employ visual aid effectively

 iii. Prove messages during the merchandise presentation

 7. Check for buy-in Medical Representatives (MR) can: 

i. List verbal and non-verbal clues to receptivity 

ii. State the thanks to using questions appropriately

 iii. Use verbal reinforcement to strengthen positive attitudes

 iv. Use trial closes when a positive response is indicated

 8. Addressing concern/handling objection Med Reps want to know how to:

 i. Handle technical complaint 

ii. Handle competition objection

 9. Getting commitment So here are the 4 steps to getting a commitment: 

i. Summarize benefits 

ii. invite commitment

 iii. Thank the prospect

 iv. Present sample (when appropriate)

 

10. Talking about other products:

 Almost certainly, once you become a medical representative for an organization, you will be selling multiple items. Except in cases where your bonus is reliant only on one product, cross-promoting or cross advertising should happen naturally. 

11. Follow up:

 You return to them about the un-answered query, to provide facts and data as promised, to arrange for event or program, etc. this may be the ape-man among the medical representatives who are top performers from the reps who make it big only one occasion then disappear.