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How Medical Sales Reps Can Develop Good Relationship With Prospects

Medical sales is one of the jobs that will always be in demand. Automation may have impacted almost all aspects of business, but medical sales remains largely a face-to-face industry. The profession is still dominated by an older population which is one of the reasons it still retains a human element. To thrive in this industry, pharmaceutical sales reps need to make sure that they cultivate good relationships with their clients

Of course, pharmaceutical training will give you practical skills and knowledge on drug safety and the best pharma sales techniques, but to build a reputation as a trustworthy distributor of drugs, you need to work on building good relationships with those you serve. This results in more sales and higher earnings in the form of commission. Let’s now take a look at how medical sales reps can go about building these relationships. 

Don’t be afraid to get personal

Your end-goal as a medical sales rep should not just be to close deals. Go the extra mile and ensure that your clients are able to use the products in the right way. Spend some time in the OR to ensure that the products are working properly and the customers are using them in the right manner. 

Medical sales reps should always take time to educate their customers about their products, especially if they are using the products for the first time. This helps customers feel valued — and this should be the goal of any medical sales rep. Customers should not feel like they are another point of sale. This personal approach will go a long way to help you build positive relationships. 

Set clear expectations

Your customers should know what to expect when interacting with you. Don’t oversell yourself or your products as this will have harsh repercussions if you fail to deliver down the road. Honesty should always be your No. 1 policy when interacting with clients. 

Setting realistic expectations will make it easy to satisfy customers since it will not be difficult to fulfill your promises. In fact, you will find yourself exceeding their expectations and this will help you gain favor with anyone you serve. 

Make frequent follow-ups

After making a sale, get back to clients and get to know what their experience is with the products you delivered. Are their patients satisfied with the drugs and/or medical equipment? Did they get value for their money? 

These are some of the points all medical sales reps should immediately follow up on to build positive relationships with customers. Don’t just disappear after closing a sale. This will make customers feel undervalued and unappreciated which could mark the end of your business relationship. 

Keep in mind, clients can often tell if a follow-up is genuine or just another public relations stunt. Learn more about your clients so you’re able to develop a human connection. This will make customers feel valued and will bring you closer. 

Be open and trustworthy

If your product is not able to do something, don’t lie and say it does. Never look for approval to the extent of giving false information about your products. Your customers trust that you have their best interest at heart and when they learn you lied about something, they will not do business with you again. 

Also, don’t withhold any information relating to the products you are selling. If there are any side effects, state them early on for the client to decide whether to proceed with the purchase or not.


Randolph Bunnell is an experienced copywriter. He has a medical background and enthusiastic about healthcare technologies. He runs Skin Answer blog, where he shares helpful tips about dealing with health problems.

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