House, for those unfamiliar, is a television series that showcases the life of how doctors work and live their lives. Most especially, Dr. Gregory House is the medical genius and the show’s main protagonist. Although the drama is fictional, the medical cases in between are real and it can give you an idea of what doctors look for in drugs and their prescription towards their patients.
Although doctors like House is a worst-case scenario, most doctors still know what is needed to continually function for both the hospital and patient.
Timing Precision
If you watch the speed of how the doctors move from place to place in the show, that is the speed of doctors in real life. And it is this study of precision that enables you to reach out to them effectively.
That is why when any pharma sales rep makes a sales call, you got to prepare what to detail before the sales call. The doctor’s time is precious and you have to nail the facts fast.
The most common approach for many sales reps that sells to a specialist is the Corridor Selling method: you literally must catch the attention of the doctor as he/she makes their way to the next patient down the corridor.
Emotional Selling
In the show, the doctors are absolute pros in terms of medication administered and the machines used to treat patients. To sell to professionals like these needs to touch on scientific points but also emotional ones.
In the show, you can see that the doctors (even House himself) often get conflicted emotionally with the patients. Sales Ninja calls this Emotional Selling whereby you sell your product by using your potential’s emotions for your benefit such as the happiness of the patient after each treatment.
Consultation As Critical As Treatment
Doctors do not only prescribe drugs but also consult with patients to keep their health positive. As a salesperson, you can also refer to consultative selling since a doctor’s consultation is still a charged service.
Doctors like House knows how to do their job well and as someone selling drugs and equipment to them, you should know just as much if not more. A few tips here and there that could help the doctor’s consultation services increase in quality would help boost their own rapport with patients.
Pharma Sales Training
Sales Ninja knows the ins and outs of Pharma Selling with years of selling experience using hardcore, unorthodox and unconventional methods. Just as House is the epitome of medical practitioners (and drama), Sales Ninja is the top expert of sales training, especially towards the medical industry.
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