On The Job Sales Tips

3 Ways to Excel in Medical Sales With an Introverted Personality

Unsplash: ZacDurant

“A shy, reticent person.”

This traditional definition of an introverted individual lacks the scope to show all the powerful qualities of someone possessing this personality type. While there are many highly-successful introverted medical sales reps, people often overlook the specific characteristics that push their careers from mediocre to excellent. As a result, they’re limited in ultimately reaching their fullest potential.

It’s important to remember this when considering how to excel in your own medical sales career. If you’re introverted but are convinced that you need a bubbly, outgoing personality to succeed in sales, it’s time to reset your perspective to prevent yourself from burning out or being held back in your career.

In reality, every personality type can find success in the medical sales field. The key to finding this success is understanding what aspects of your personality will give you the power to rise above competitors.

Follow these three tips to accelerate your career in medical sales as introvert:

1. Put your problem-solving skills on display

Introverts are often classified as the ‘mastermind’ or ‘architect’ personality type. Their passions are cultivated by a deep desire to solve problems that will improve the greater good. These problem-solving skills, however, are overwhelmed when an introvert becomes overly focused or exhausted by forcing stereotypical, extroverted qualities.

An immense amount of high energy isn’t crucial to move your product. Instead, focus your efforts on letting your natural problem-solving qualities be seen by customers. Show them you’re interested in their best interest, in general, not simply in closing a deal.

Do this by seeking to understand their most complex problems. Talk to administrative staff, nurses, and doctors to grasp the full picture before diving into your pitch. Then, offer to sit down and construct a step-by-step plan of how your product can resolve the issues. Map out how these changes will also benefit the overall well-being of patients.

As you connect your problem-solving skills, the product, and customers’ concerns, you’ll start building more trusting and meaningful relationships. When it comes to making a final decision on products, your customers will remember your unselfish dedication to their team.

2. Present passionate product-based solutions

Creativity and passion are two traits the majority of introverts hold. Together, they create a powerful medical sales force. Rather than attempting to catch a customer’s attention with strong energy, use your passion for people and your products to impress them.

To do this and hit sales goals, offer solutions that show your desire to understand their patients’ needs. Ask for specific patient pain points and where doctors are struggling to meet those needs. If a doctor, for example, says product usage is problematic for a patient, coordinate a meeting with a company representative who is focused on patient education. This person will be better equipped to help patients in a hands-on setting.

However, don’t be afraid to show your support and show up to these meetings. Offer your own expertise when necessary or bring in new product information to share with the patient. As new developments or products become available, discuss them with doctors with these pain points in mind. Even if your discussion on this specific situation was months ago, they’ll appreciate your follow-through and passion for helping their patients.

3. Turn to your empathetic nature

Introverts often receive a bad rap for not being a ‘people person.’ In most cases, this couldn’t be farther from the truth. While you may need time away from people to decompress and recharge, your intuition and passion drive your ability to connect with others.

Disconnecting yourself from the actual ‘sales’ part of a call will make you a customer favorite. Allow yourself to put the pressures of sales goals on hold and let your empathetic nature take control. Take time to nurture customers and their staff by going out of your way to meet their personal needs.

For example, if office staff has seemed overly stressed, offer to coordinate a day when a masseuse can visit their office. Or take the time to connect outside of the office altogether. Arrange for a simple picnic in the park or a casual meal at their favorite restaurant to decompress after a long day at work.

Acknowledging their need for a break away from the sales calls and pressures from patients validates them as a person and not another sales goal. This also gives you the opportunity to develop a deeper relationship outside of the hustle and bustle of the office.

No matter your exact personality type, it’s your introverted traits that set you apart from competitors. Acknowledge them as what they are — powerful and effective.

What personality traits do you have that make you a successful medical sales rep? Let us know!