Medical Representative Skills

These 11 medical representative skills are the skills that one of the biggest medical devices companies used between 2003 and 2008. They help reps make 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 follow.

1. Pre-sales call planning

Here are a few things that medical representative wants to consider in pre-sales call:

i. Current situation of prospects
ii. Look at what's going on in prospect business currently and their working environment.
opportunity
iii. Identify space that allows rep to come in to partner with prospects. It's a long term view of the situation.

Can a medical rep spot any opportunity to work with prospect?

2. Set strategic call objective

i. What do medical representative expect from the sales call today?
ii. What are the long term expectation?
iii. Are the objectives specific, result oriented and realistic?
iv. Did medical rep record it down?

3. Successful sales call strategy

Based on the sales call objectives:

i. What message are put across to the prospects?
ii. What are the key points?
iii. Any visual aids to use?
iv. Any supporting documents needed to reinforce statement?
v. What else are needed to get the message across effectively?

4. High impact call opening

Good impressions lead to rapport and rapport leads to trust. Medical representative already know that trust is important in building relationship.

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 features and correspond benefits
iii. Develop skills to present products effectively

6. Justifying sales key messages

MR are able to:

i. Prove key message with reprints
ii. Employ visual aid effectively
iii. Prove message during product presentation

7. Check for buy in

Medical Representatives (MR) are able to:

i. List verbal and non-verbal clues to receptivity
ii. State how to use questions appropriately
iii. Use verbal reinforcement to strengthen positive attitudes
iv. Use trial close when positive response is indicated

8. Addressing concern/handling objection

 Med Reps want to know how to:

i. Handle technical objection
ii. Handle competition objection

9. Getting commitment

So here are the 4 steps to getting a commitment:

i. Summarize benefits
ii. Ask for commitment
iii. Thank the prospect
iv. Present sample (when appropriate)

10. Talking about other products

Almost certainly, once you become a medical representative for a company, you will be selling multiple items.

Except in cases where your bonus is reliant only on a single product, cross promoting or cross advertising should take place naturally.

11. Follow up

You go back to them about the un-answered query, to provide facts and data as promised, to prepare for event or program, etc. This can be the missing link among the medical representatives who are top performers from the reps who make it big one time and then disappear.