Learn How to Sell in Medical Field

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What is the Role of Medical Reps ?

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RED Behaviour
• High profile
• Aggressive
• Intimidation
• Exploitation
• Don’t want to give time
• Avoid
•Egoistic
People behave in this manner when they fear exploitation by the other
party, but by behaving this way to protect themselves, they provoke the
behaviour they are trying to avoid.
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 Win win approach
 Cooperation
 Trusting
 Pacifying
 Relational
 Giving
 Have full time for you
 Low Profile Doctors
 They want to grow
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This behavior is found very rare.

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 Give me some of what I want (red)
 I’ll give you some of what you want (blue)
 Deal with people as they are not how you think
they are
 Good intentions
 Two way exchange
 Tit for tat strategies
 They want to improve
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6. Follow up
5.Closing
4.Resolving Issues
3.Reccomendation
2.Analyzing
1.Plan
6 phases of Consultative Selling

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 First gather the information about his profile, Nature,Types of
patient , time schedule, office staff and medicine he prescribes.
 Check the type of his behavior.
 Find out the need of the Doctor.
 Consider the objectives and emotional motivation of the other party.
 Be prepared with information, facts, evidence etc.
 Tailor your response
 Practice at every opportunity.
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1. Plan

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• Ask more question to acquire the situation.
•Ask Question for finding out the specific need.
•Let them speak don’t disturb.
•Listen carefully and make strategy.
(Remember, every sale is made because of one of two reasons—the
customer had a legitimate need before you arrived or he/she has a
perceived need when you leave.)
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2. Analyzing

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• Detail your product to the Doctor confidently.
•Demonstrate how your product or service can satisfy the
need
•Use visuals to see clear picture(a picture is worth a
thousand words).
•Use the demos that you have to show why your product
is superior to the competition
•If you fail in this step, it is time to fold the tent and go
home.
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3. Recommendation

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Why Should I
prescribe your
product?
What’s in it
for me?
What’s in it
for my
patient?

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 Doctors seek clear and honest information on a
drug: what it can do, as well as what it cannot do in
a given condition.
 Exaggeration may lead to a trial or two by the
doctor, but sooner or later the drug will be discarded
if it does not meet expectations.

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 Doctors are busy individuals.
 Information must be clear, easy to
understand and quick to grasp.

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 Pictures, illustrations and drawings add value to any
form of communication and their use is no less
important in this field.
 A good picture speaks and saves a thousand words.
 As they must add value to your communication, not
detract from it.

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 Case studies are far more convincing than
hypothetical examples or a barrage of
unsupported information.
 Use clinical trials as a weapon to convince and
to gain credibility

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 Every drug has advantages as well as
disadvantages. Give both sides of the story.
Let the doctor decide after knowing all the
facts.

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 A sale is seldom concluded in a single
encounter. Be in constant communication
with the doctor by passing out information,
clarifying doubts or encouraging trials.

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 Earn his respect for your integrity and honest
communication.
 Although the sale may take longer to conclude,
when you gain the doctor’s support, both the sale
and your relationship will be strong and durable.

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Finding Interest
Find out whether a person is taking
interest in you or not.

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1. Maintain 60% eye contact.
2. More wide –opened eyes = more interested the person.
3. Their heads are inclined forward.
4. Nodding head
5. feet are pointing towards you
6. They smile frequently.

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Indications - Open to Agree

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1. hands are flat on the table.
2. palms are open.
3. stroking chin
4. heads are inclined forward.
5. Nodding head
6. legs are spaced out from each other.
7. smile frequently.
8. Unbutton jackets
9. Place their hands in their chest
10. hands are open

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Useful tips in body language during Negotiation
 Step to the left of a rectangular desk
 Use person’s name twice in first 15
seconds
 Never talk more than 30 seconds at a
time
 lean forward a little in case person’s
ask something
 You can tilt your head a little

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