Medical Sales, 5 Great Access Ideas to Put You at the Top of The League

By: John Bult
Submitted: 2008-06-13 13:37:42
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In my experience, the people who are successful in  medical sale have simple, but tried and tested working patterns which they follow with discipline. Here's some tips which would help you see more people to get you to the top of the league table.

• Sometimes the pressure to gain extra calls can have medical sales reps running in circles trying to pick up extra meetings on the spot. Sometimes the thought of stopping of to book an appointment for some time in the future just doesn't seem appealing. However, the thing with appointments are that, when they come around, they are normally higher quality calls that haven't cost you any time in running around to try and create. The message here is to never miss any opportunity to book an appointment. In particular, always re book your next appointment while your there. Always visit neighbouring surgeries to see if they have any appointments available. Do these an you will make more high quality calls.

• Meetings are great opportunities to sell to several people at once, but they are less likely to convert a customer on their own. Medical sales is a sequential sell. to get the best results form meetings you need to gain individual call backs to follow it up. Don't be shy, ask them when you can call back to see each of them face to face, in most cases you'll be buying them lunch, they'll have to be rude to say no! Do this routinely and you will make more sequential calls and sell more product.

• Don't follow the crowd at lunchtime. In medical sales the crowd are in Sainsbury's at lunchtime, and for me this is a missed opportunity. Visit surgeries during surgery hours and they are understandably under pressure and it shows! At lunchtime they are all breathing a sigh of relief , with GPs openly wandering around collecting post and messages. In my experience, speculative calls at this time, providing you can generate a reason for your call will have a good success rate and add many extra calls over a week. More calls can only lead to more sales.

• Don't believe a receptionist who tells you the Gps do not see medical sales reps. Quite often this is a policy generated by one person, anyone form the practise manager to an old and grumpy GP. Seek out these Gps in other places, like post graduate meetings and see them there and seek a time to meet them in the surgery. Once you've done this once you'll not be blocked by the receptionist again. If this fails, arrange a meeting with a near by surgery, and ask them to invite their neighbours over, you may find this will crack the whole surgery open for you.

• Be a devil and pinch appointments! Keep a strict diary of all appointment in each area. Then when you are looking for extra calls, and you know there's an appointment nearby, turn up, and see if the allotted rep is there, if not, you may pick up an extra call. Do this everyday and you'll be amazed how many extra good calls you pick up, at least 2 a week. More calls equals more sales and a better pay rise

Success in medical sales really isn't about reinventing the wheel. People have been doing medical sale s for long enough now to know what works and what doesn't, the winners are the ones who follow simple rules like the these with regularity, and you can do it too.

Article source: Expert Articles