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How to Be Both Competitive and Professional in Sales

Working in medical sales requires a number of important skills. In addition to these skills, you also need to be able to be both competitive and professional in order to meet your sales goals.

Balancing Your Competitive and Professional Sides as a Sales Rep

This is a tricky balancing act that requires you to be on your toes regarding the competition, and at the same time, always make sure that you don’t behave in an unprofessional manner. After all, you’re representing your company. Their reputation is directly related to yours, so you need to act accordingly.

Be Persistent, But Not Obnoxiously So

When it comes to sales, persistence is the key to hitting your goals. You’ll need to reach out to your clients, answer their questions, make follow-up calls, and more in order to make that sale. However, you need to make your contact with your clients professional in nature. You shouldn’t call multiple times a day, or even once for several days in a row, because that can be considered harassment, and they may think that you’re pestering them. Instead, wait a good amount of time before following up, and give them a chance to respond to you first, but do be prepared to reach out several times, just in case they don’t get back to you.

Collaborate With Your Colleagues

Remember that your main competition lies in the other companies that are making sales in your region – not your co-workers. More than likely, if there is any territory overlap within your company, it’s because the two of you are selling different products to physicians and decision-makers in the same area. Since you aren’t competing with your colleagues as far as client outreach is concerned (making those numbers internally is another story), feel free to share your experiences with certain clients and explain what worked or didn’t work. Your colleagues should feel open to asking and answering questions as well.

Practice Your Sales Pitch

Your sales pitch is the key to not only getting your clients to pay attention to you and your product but also to opening the door for a sale, which earns you compensation. If you’re competitive, you’ll have your sales pitch down and it will be compelling enough to hold your client’s interest. Plus, being able to deliver your sales pitch without hemming and hawing will make you appear professional, and having a clever opening line and a catchy, open-ended closing will make you competitive in the market. Once you have the delivery of the entire thing down pat, thanks to plenty of practice, it’s time to take it into the meeting rooms.

Be as Polite as Possible

It’s easy to mistake competitiveness for rudeness. Some people who want to be as competitive as possible think that this means overlooking the standard niceties, like shaking hands and saying “hello.” This isn’t the case at all. In fact, if you truly want to be competitive and professional, while still making those sales, you need to be as polite as possible. Your clients will remember you for being nice, which will go a lot further than having them refer to you as rude.

So, once you walk into a room, say hi and introduce yourself to those whom you haven’t met before. Spend some time shaking their hands and asking polite questions, like “how are you today?” When you leave, say “thank you for your time,” followed by a sincere “goodbye and good to see you.” Not only does this make a solid impression on them, but they are more likely to buy products from someone who is professional, sincere, and nice.

Research Your Clients

While you don’t have to do a deep dive in order to find out what each of your clients like to do in their spare time or friend them on Facebook (definitely don’t do that), you should know their names, as well as some basic facts about their careers, such as where they went to school and what their medical specialties are. You should even practice pronouncing their names so that you can say them properly upon meeting.

Otherwise, you might be left stumbling, pronouncing things wrong, not remembering who you’re speaking to, and even making a horrible mistake, like saying the incorrect specialty. These issues will make you look unprofessional, and they definitely won’t make you into a competitive medical salesperson. The more that you know and the smoother everything seems when you’re introducing yourself to your clients, the better you and your company will look. Physicians respect people who respect them and their jobs, which is the key to making those sales.

Use Your Data and Take Plenty of Notes

Some data is easy to come by, such as the demographics of your clients. Other information you’ll need to work for, including taking notes on which processes worked and which didn’t. Make sure that you take notes after every sales call. Write down who you spoke to and met with, which products you pitched, and even which pitch you used. The name of the clinic or hospital is crucial as well.

You can use all of this information, compiling it into useful data, which can help you remain competitive in your region and meet your sales goals. In addition, since no one really knows that you’re putting together this information and you’re being polite at the same time, you won’t come off as being intrusive while you’re gathering it. Remember that the more that you know about your clients, the better you’ll be at serving them.

Competitiveness and Professionalism Can Co-exist

It’s easy to think that being competitive means that you have to be absolutely cutthroat all of the time and that there’s no place for niceties. However, you can be polite, professional, and competitive all at once. It all comes down to how you present yourself and how you behave around your clients.

By focusing on the sales process and your pitch, you’ll be able to remain competitive and make those sales, while at the same time, staying professional without crossing any crucial boundaries. You want to always stay on the right side of the line with your clients.

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