The pharmaceutical and medical equipment and device industries attract some of the top sales people in the world. What makes this industry so appealing?
Some people are attracted by the earning potential, which I’m going to discuss in a future video, so watch for that.
Others are drawn to the thrill of succeeding in a very competitive environment, or the flexibility that being a medical sales rep offers.
And the majority of people are driven by a sincere desire to make a difference in the lives of people.
If you’ve decided to give this career a shot, then there are 4 Vital Things You Must Have To Succeed.
Number One Is Confidence
Nothing will kill your career in medical sales faster than a lack of confidence. When you go into a meeting with a health care professional, you have got to be able to speak to that professional on her or his level. If you sound or look the slightest bit unsure about your product, service or your goals, you are not going to succeed.
Introducing yourself with a strong voice and tone, a warm smile, a firm handshake (except during COVID-19), and maintaining eye contact with your the HCP all demonstrate your confidence in yourself and your role.
Demonstrating that you’re happy to be there, because you have something of immense value for the HCP and his or her patients, is going to go a long way towards driving your success in this role.
Number Two Is Conviction
Conviction doesn’t just involve being completely sure (convinced) that you have the best product and/or service and that the lives of your customers and their patients will absolutely improve by using your product or service.
Conviction also involves how true you are to your values, both in your career and your personal life.
Living with conviction means that you are true to your values in every aspect of life, both professionally and personally. If you’re at all active on social media, be aware that what you post leave clues, good or bad, as to how true you’re being to your values?
For example, if you claim to be a compassionate person, but post insensitive comments on Twitter or Facebook, your potential employer and your customers may conclude that your inconsistent in what you claim to value and what you actually do when you think no one is watching. In the medical sales industry, hiring managers want to find individuals who live and work true to their convictions.
Number Three Is Compassion
In one study that was done, almost 100 percent of HR managers and employees surveyed said they think it’s important to have emotional intelligence.
Emotional intelligence involves five vital characteristics: self-awareness, self-management, social awareness, and relationship management. If you’re wondering how well you’re doing when it comes to EI, you can take an online assessment to get a clear picture of your abilities in this area as well as what you can do to make improvement.
Remember, the potential income and advancement opportunities offered by a career in the medical sales industry, while perhaps being a strong motivator, are not what keep most individuals inspired to continue in this career. Instead, being compassionate, having a strong desire to help others improve their quality of life through your company’s products and services, will help you to be resilient in the face of the inevitable challenges and setbacks you’re going to face in your role.
To sum up: Confidence, Conviction, and Compassion - these are 3 things you must have to succeed at being a medical sales rep.
I appreciate your comments, so please feel free to comment and leave any questions you have in the comments section.
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Mike
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