What Doctors expect from Medical Sales Reps?
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What Doctors Expect from Medical Sales Reps

While some may view pharmaceutical sales as easy, there are a number of things that happen behind the scenes in order to make those sales visits with doctors go well. A medical sales rep needs to be as prepared as possible and have all of the information doctors want in order to make a sale.

What does this entail? And what do doctors expect? As it turns out, there are a number of expectations that medical sales reps need to meet in order to be successful. Here’s some valuable insight to keep you on the right track.

Doctors Expect an Explanation of the Product’s Value

Not only do medical sales reps need to know all of the facts about the products they sell, but they need to understand that information. Anyone can walk up to a doctor in their office and rattle off a list of random facts about the drug. This information is widely available and isn’t what doctors want to hear from salespeople.

Instead, they want to hear more about the value the product holds. Not monetary value; this value is what it will mean to their patients. How will this drug treat the diseases the doctor’s patients have? Will it add to their quality of life? In what ways will the drug accomplish this? These are the facts the doctors want to hear.

Start With an Engaging Question

In the past, an interesting, yet slightly general leading question was enough to get the conversation off of the ground. This is no longer true. Doctors prefer their sales reps to come with information from studies or details gleaned by experts that might fit or relate to their medical specialty. By directly quoting these sources and then asking the physician if this fits their patients, it shows that the sales rep has done their homework and knows how the medication can be used.

Doctors Expect Upfront and Clear Information

Yes, physicians want useful facts and evidence. They want to know the sales rep understands the medical practice’s patients. But they also want a number of other things upfront, such as drug prices. What does the medication cost? What are its dosage recommendations? Before they take the next step and begin prescribing the drug or making a purchase to keep some on hand, they need to know what the pricing and dosage will be. Otherwise, they’re flying in the dark, and no doctor is a fan of that.

Free Samples and Goodies

Who doesn’t love free samples? Doctors enjoy having samples of new medications on hand, so they can provide them to their patients. There’s nothing quite like being able to switch a patient to a new medication and hand them some samples to try out before officially being prescribed the drugs. In addition, this helps patients who may not be able to afford the drug.

On top of the free samples, any interesting goodies, like notepads and pens with the company or medication logos are welcomed. While these things usually aren’t handed out to patients, they’re appreciated by the doctors and this way they’ll always have a promotional item to keep the meeting fresh in their minds.

Doctors Expect a Professional Appearance and Matching Behavior

Not only do medical sales reps need to be well-informed about their products, but they also need to look and act professionally. It is understandable things loosened a bit during the COVID-19 pandemic due to telecalls and other forms of virtual sales meetings, but now people are meeting in person again and sales reps need to be prepared. Doctors expect medical sales reps to dress professionally and neatly, wear their hair in professional ways and behave properly whether they are answering emails, leaving voice mails, etc.

Doctors Expect Plenty of Follow-Ups

Although a physician may purchase a product at the first sales meeting, this doesn’t mean the job is over. Rather, it’s just beginning. Doctors want their sales reps to follow up with them on a regular basis. Asking what their preferred method of communication is just the first step. Make sure to schedule follow-ups on a reasonable timeline and be prepared to answer questions when the physician answers the phone or returns your call.

Making Customers Happy

It’s the job of a medical sales rep to make their customers, in this case, doctors, happy. By providing the right information, giving out freebies, acting professionally, following up and more, you can do just that. After all, providing doctors with what they want is the key to meeting those sales goals.

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