This summer has meant many months stuck at home with lots of time to fill. Due to the pandemic social distancing guidelines, it’s hard to figure out how to spend all of the time you’d normally be out around town or traveling to new places.
One way you can spend your time more productively is reading! There are many books that can help boost your medical sales career.
With the downtime you have as the pandemic continues, pick a few of these sales books to keep your skills sharp, no matter the stage of your medical sales career:
1. The Psychology of Selling: How to Sell More, Easier, and Faster Than You Ever Thought Possible by Brian Tracy
I am a huge fan of Brian Tracy, so we’ll kick the list off with two of his best books. “The Psychology of Selling” gives you ideas, methods, strategies, and techniques to make more sales, faster and easier than ever before. While not specific to medical sales, his techniques are tried and true.
2. The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling by Brian Tracy
The second Brian Tracy book I love is “The Art of Closing the Sale.” Focusing specifically on overcoming objections from clients, this book pairs perfectly with “The Psychology of Selling.” This book can be applied to your medical sales career to consistently convert your prospects into wins.
3. Case By Case: Sales Tactics for the Medical Device Rookie by Jeremy Neenan
Switching gears to a book focused on medical sales careers, “Case by Case” specifically talks about the realities of medical device sales. It covers the importance of understanding your product and being able to use that knowledge to save lives. This book is a compilation of lessons learned from the author’s personal experiences in medical device sales.
4. SPIN Selling: Situation Problem Implication Need-payoff by Neil Rackham
Neil Rackham has advised companies like IBM using his SPIN method to increase sales volumes from major clients. This book is great if you’re hoping to transition from small accounts to much larger ones. It has real-world examples and case studies with research and data to back it up.
5. To Sell is Human: The Surprising Truth About Moving Others by Daniel H. Pink
In his book “To Sell Is Human,” Daniel H. Pink takes many of the traditional sales tropes and gives them an upgrade. He explains that ABC no longer means “Always Be Closing,” extroverts aren’t necessarily the best sales reps, and that elevator pitches are a thing of the past. This book is applicable to all types of salespeople, so it can definitely help you in your medical sales career.
6. A Millennial’s Guide to Breaking into Medical Device Sales by David Bagga
David Bagga wrote this book for millennials in medical device sales, but it can really be applicable to anyone looking to break into a medical sales career. Bagga is a medical sales recruiter, so his advice is a great way to learn how to land a job in the industry.
7. MSDR: Medical Sales Desk Reference: Increase Your Sales and Commissions Then Fast Track Your Career as a Modern Medical or Pharmaceutical Sales Executive by Vendesi Group & Ryan Gray
The “MSDR” is full of advice specifically for medical sales reps, including ways to increase your sales, stand out at your company, and how to enhance your relationships with your clients. It’s meant for reps at companies of all sizes. Check this book out for actionable ideas for medical sales.
8. Zig Ziglar’s Secrets of Closing the Sale by Zig Ziglar
“Secrets of Closing the Sale” focuses on ways to get your customer to say, “Yes!” It includes more than 100 successful closings for every kind of persuasion, as well as more than 700 questions to open your eyes to possibilities you may have overlooked. Plus, Zig Ziglar has compiled tips from hundreds of successful salespeople.
9. The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
“The Challenger Sale” looks at the results from a study of thousands of sales reps across multiple industries and geographies, which found that relationship building is not actually the key to sales. Check out this book for a new, research-based theory on what makes a strong sales rep.
10. Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer
At 220 pages, the “Little Red Book of Selling” gets right to the point: short and sweet answers for reps to make sales. It’s that simple.
11. How To Get A Medical Device Sales Job by Daniel Riley
Another perspective on breaking into a medical sales career, Riley looks at the 10 things you have to know to enter the medical device field, as well as how to approach medical device companies and recruiters. This is great if you haven’t broken into the industry yet.
12. The Medical Sales Handbook by Charles Sharpensteen
Not only does “The Medical Sales Handbook” cover tips on entering a medical sales career, but also it dives deeper into what to do once you’re in. Sharpensteen looks at managing your career, tips for long-term success, and more.
13. The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes
In “The Ultimate Sales Machine,” Holmes helps you to focus on the essential skill areas that make the big difference in your sales career. He walks you through the different areas you want to improve and asks you to spend an hour per week on each.
14. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
According to Klaff, a great pitch is a simple science. “Pitch Anything” combines neuroeconomics with real-life examples of Klaff’s pitch method in action. He focuses on how the brain makes decisions and responds to pitches, which will help sales reps control their own pitch process.
15. Mastering Medical Sales – The Essential Attitudes, Habits & Skills of High-earning Medical Sales Professionals by Mace Horoff
“Mastering Medical Sales” is a great read for new and seasoned medical sales reps alike. It focuses on unique ideas and sales techniques to gain new business and keep it growing throughout your medical sales career. The goal of this book is to help medical sales reps have long-lasting careers in this industry.
Tony Fly shares practical advice for a successful career in pharmaceutical sales in this book. Fly asks the reader, “How can you become a better medical representative? What are you doing today to improve your selling skills for tomorrow? Do you have a plan to approach your customers? Beyond a plan, do you have a strategy?”
17. Influence: The Psychology of Persuasion by Robert B. Cialdini
Influence is at the heart of sales, and this book explains the psychology of why people say, “yes,” and how to apply six universal principles of influence ethically in business and everyday situations.
What is your favorite book about sales or medical sales careers?