SO IVE BEEN IN SALES FOR ABOUT 9 YEARS . MEDICAL SALES IS NEW TO ME. IVE WORKED AT AN EXECUTIVE LEVEL FOR YEARS AND HAVE DONE WELL IN OWN LINE OF SALES BUT THIS ONES REALLY GOT ME. SO HERES MY QUESTION? HOW DO I GET PAST THE FRONT DESK? I KEEP GETTING BLOWN OFF BY THE OFFICE MANAGER OR SHE WONT RETURN MY CALLS. I KNOW IF I COULD JUST GET TO THE DOCTOR ..I COULD CLOSE HIM...SO HOW DO I EVEN GET THAT FAR? PLEASE HELP..MY EMAIL IS cvi74@ymail.com..IF YOU CAN HELP ..GREAT...THANKS ALOT
First thing you need to do is push your "caps lock," key on your computer. So you said you have been in sales "at the executive level for nine years," and you can't even get past Delores at the front desk? Here are a few questions.. 1. What are you selling? Med device? Pharma? What? 2. If you were Delores at the front desk what would it take you to let "Joe Schmuck Medical Rep," in to see the Doc? 3. Do you sell a product that you could possibly first meet with a PA - Physicians Assistant or Head Nurse First? 4. Seriously dude, to be a true sales professional can you really close a customer on one call? Ok Mr. Nine Years of Executive Level Sales here is a free lesson in medical sales 101. Follow these easy steps to success then send me a check! 1. Qualify your customer, doc whatever. Once you have done your initial research to find out where your potential doc is go and meet the fat ass bitch that sits behind the glass grazing all day. Yes that would be our fictitious Delores. 2. Once you meet Delores introduce your punk ass then ask if you can meet with the PA or head nurse. If Delores does not give you access to meet with the Doc's nurse or PA ask Delores when the Doc's clinic hours are (The PA or Head Nurse will be there during clinic). Also ask for the names of the PA and Head Nurse! O.k. here is the part you are going to love since you have been in sales for nine years. Don't forget to grease Delores! What I mean is give Delores something. I can't say what precisely just give her something (gift card from Starbucks) some bakery goods- just try to be creative and thank her for her time. Hell wink at her when you leave! (SHUT THE FUCK UP ADVAMED POLICE!!) 3. Come back to the office when you know the PA and head nurse are going to be there. Go up to the front desk and shoot the shit with Delores. "Hey Delores how are you, did you recently shave your man stache? She is going to be so happy to see you again! Once you get all warm and fuzzy with Delores ask to see his head nurse "Pam" or "Lara" the PA. If they can't meet with you ask Delores if you can come back during non-clinic hours if the Doc's head nurse or PA are around. 4. Finally you Meet with the PA or head nurse. Qualify them about what product the doc uses that competes with yours. Now don't blow your load all at once! Hold yourself back from you shitting on yourself and losing your sale. Just meet with the PA or head nurse and qualify them first. If you see a need and just have to meet with the doc ask them when a good time might be to meet with the doc. Remember to grease the PA or head nurse. Once again be creative. You don't even have to give them anything just remember to leave a nice note with Delores thanking them for meeting with you. 5. Schedule another meeting with the PA or head nurse to present your product to them when they have more time. The doc might even be at that meeting and you have qualified what competitive product he uses before meeting with him. I know there are a few steps in this process. It might take you 3-4 calls to actually get in front of the decision maker and present your product. This process has worked for me for years. So I know what you are going to say. "What gives you the authority to give me a 101 medical sales lesson." Well I have been in med device for over 8 years. I have never had a substantial budget like the pharma reps do to bring in lunch so I have always have had to be creative. I feel that lunch is a reward for doing business with me and not an entitlement. If an office says I have to bring in lunch to see the doc or staff I say, " I do not have the budget to bring in lunch, I would be more than happy to bring lunch in if the doc uses my product." Oh yeah, if you sell a surgical product go to the OR where the doc does surgery and meet his PA there. If the doc does not have a PA meet with his surgical staff that he works with and ask questions about the competitive products he uses. Remember to not step on your own dick by forgetting to ask permission to speak with the doc from the PA or OR manager. Some OR managers do not like for you to go and sell a doc before a case. It just depends you gotta have a good relationship first with the OR manager. Now go and sell something!
I have only been selling Med Device for 6 months now but "Bamaboy" pretty much told you everything you need to know. I'd add a couple things or issues I run into: - with leave behinds add stickers that look like your biz cards, cant tell you how many times I get a phone call from a regional manager because my biz card fell off and they dont know who to call. - dress to your location, i say this because I didnt even get so much as a warm face until I took off my tie in some of my territory. And I still get an even warmer reception if I walk in with a polo in some offices. - get creative, ADVAMED might be your guidelines but if you can take in fancy cupcakes early in the morning to doris with your biz card sticker on the front then they just might be looking at it all day in the lunch room.... Ive even heard of guys dressing like post office runners and dropping off packages directly for docs with brochures and info in them. Good luck! I've been workin my ass off for 6 months now and it took me this long to get the info the last guy gave you.
