Medical Sales Achievement

“𝗪𝗵𝗮𝘁 𝗸𝗲𝗲𝗽𝘀 𝘆𝗼𝘂 𝘂𝗽 𝗮𝘁 𝗻𝗶𝗴𝗵𝘁?” 𝗶𝘀 𝘁𝗵𝗲 𝘄𝗼𝗿𝘀𝘁 𝗱𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻 𝗶𝗻 𝗠𝗲𝗱𝗧𝗲𝗰𝗵 𝘀𝗮𝗹𝗲𝘀. It doesn’t spark a thoughtful answer. It sparks eye-rolls. (And if you’re talking to a doc, the real answer is probably: sales reps who ask questions like this one....) Every physician has heard it 100 times from reps who didn’t bother to prepare. It's a cliche...and kinda makes you one too... Here's a better idea: go in with a well-considered hypothesis based on real-time relevance. Show that you understand their world, then take it to a more personal level. ➡️ Instead of: “What keeps you up at night?” Try: “𝙄’𝙫𝙚 𝙝𝙚𝙖𝙧𝙙 𝙨𝙪𝙧𝙜𝙚𝙤𝙣𝙨 𝙝𝙚𝙧𝙚 𝙖𝙧𝙚 𝙡𝙤𝙨𝙞𝙣𝙜 𝙊𝙍 𝙩𝙞𝙢𝙚 𝙙𝙪𝙚 𝙩𝙤 𝙨𝙪𝙥𝙥𝙡𝙮 𝙙𝙚𝙡𝙖𝙮𝙨. 𝙄𝙨 𝙩𝙝𝙖𝙩 𝙨𝙤𝙢𝙚𝙩𝙝𝙞𝙣𝙜 𝙮𝙤𝙪’𝙧𝙚 𝙙𝙚𝙖𝙡𝙞𝙣𝙜 𝙬𝙞𝙩𝙝?” That one shift changes everything by taking you from typical sales rep to someone who's specific, credible, and inviting a response. The best sales questions don’t just extract information—𝘵𝘩𝘦𝘺 𝘵𝘦𝘢𝘤𝘩 𝘵𝘩𝘦 𝘏𝘊𝘗 𝘴𝘰𝘮𝘦𝘵𝘩𝘪𝘯𝘨 𝘢𝘣𝘰𝘶𝘵 𝘵𝘩𝘦𝘪𝘳 𝘰𝘸𝘯 situation, while proving you’re worth talking to. What’s the worst sales question you’ve ever heard (or been asked)?

Pro tip for medical sales:  (from a surgeon) 3 Don’t ask me at the wrong time if I want to try your new product. Don’t make your product the center of your approach to me. Don’t interrupt my work or my thinking and ask me to focus on something out of context. In fact, try to remember that my primary concern is my patients, and, while there may be a time and a place to discuss innovation, be considerate and choose appropriately. If our team has an established workflow and cadence centered around delivering high quality care, we may not want to disrupt our focus at a time that you think you have an opportunity to get in front of us. As a patient, you would want my focus on you, not distracted by work that is not timely.  Respect, that our time is our only nonrenewable resource.  It is precious and in short supply and your product is not my central or only focus.  Understand that while I am always on the lookout for innovation, including yours, I am consistently bombarded with it from all angles and yours is but one of many new ways to work that our team must consider.  Be kind. Instead, get to know me and our team and how we manage time, the ebb and flow of our work. Then consider how your innovation can be introduced effectively into our consciousness.  Help me learn and understand at a time that I can absorb and process the amazing benefits that you are offering.  What is my learning style, and how do I like ideas presented? Ask me who else on my team should see this and what is our process for learning about new products or techniques?  Where is it best done and over what time frame? Ask me what our evaluation process looks like and how many uses I need to assess its merits? Let’s craft a well thought out strategy for evaluating whether it meets my criteria for adoption. Understand that it takes time to learn a new product and fit it into our workflow.   Ask me if I am willing to commit to a sufficient trial and relevant data collection? Bringing something to me without thinking through the long game, makes little sense.  I do want to try new things, but only in the context of knowing what success looks like and how we would this get incorporated into our workflows.  The change process is just as important as the product, and deserves your focus.  Educate us, to see what you see. Make us grateful that we spent the time to do so. Thanks

Cold calling in medical sales doesn't need to be painful. When I first started in B2B sales, I was picking up the phone and cold calling small businesses with little to no information about who they were or what they needed. I had a script and hoped for the best! 🫣 Now my cold calls don't feel "cold". How? I ALWAYS pre-call plan. 𝐇𝐞𝐫𝐞 𝐚𝐫𝐞 𝐬𝐨𝐦𝐞 𝐨𝐟 𝐭𝐡𝐞 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐈 𝐭𝐫𝐲 𝐭𝐨 𝐚𝐧𝐬𝐰𝐞𝐫: - Who is the surgeon and where did they go to school? - What papers have they written? - What is their surgical focus? - What is their current or preferred approach? - Do they currently use any of my companies' products? - Do they use a competitor? - Are they active on social media? - Who is their scheduler? - What days are they in the office and in the OR? What's your pre-call plan strategy and the questions you try to answer for yourself before meeting with a surgeon or customer for the first time? “𝐅𝐚𝐢𝐥𝐢𝐧𝐠 𝐭𝐨 𝐩𝐥𝐚𝐧 𝐢𝐬 𝐩𝐥𝐚𝐧𝐧𝐢𝐧𝐠 𝐭𝐨 𝐟𝐚𝐢𝐥.” - 𝐁𝐞𝐧𝐣𝐚𝐦𝐢𝐧 𝐅𝐫𝐚𝐧𝐤𝐥𝐢𝐧 #medicalsales #sales #medicaldevices

💊 “Doctor, Please Prescribe” – A Wake-Up Call for Pharma Professionals in India If you’ve been in pharma sales, you’ve probably heard (or even said) these lines a thousand times: 👉 “Sir/Ma’am, I am giving you samples, please prescribe.” 👉 “This is a reminder call for our brand, please prescribe.” 👉 “Here’s an LBL, please prescribe.” 👉 “We’ve given you this gift, please prescribe.” But let’s pause for a moment and reflect… What does “please prescribe” actually mean? Are we really creating value for the doctor? Are we really discussing the science behind the medicine? Or are we just dropping off samples, leaving a reminder, and hoping for prescriptions? ⚠️ Here’s the reality: . Doctors don’t need reminders. They need insights. . Doctors don’t want gifts. They want scientific updates. . Doctors don’t appreciate push. They respect partnership. 📌 So how do we shift from “Please Prescribe” to Real Engagement? 1. Lead with Science – Share the clinical evidence, patient outcomes, and real-world data behind your brand. Doctors value facts more than freebies. 2. Ask Better Questions – Instead of “please prescribe,” try asking: • “Doctor, in which type of patients do you find challenges with current therapy?” • “How can our molecule fit into that unmet need?” 3. Focus on Patients, Not Products – Position your brand as a solution to patient problems, not just another pill. 4. Build Relationships, Not Transactions – A doctor may forget a reminder card, but they’ll remember a meaningful conversation. 5. Upgrade Your Communication Skills – Learn storytelling, consultative communication, and clinical dialogue. These skills will make you stand out in front of HCPs. 🎈The Future of Pharma Sales is not about “Please Prescribe.” It’s about “Please Trust Me, Because I Bring Value.” The industry needs a mindset shift – from being brand pushers to becoming knowledge partners. Because at the end of the day, it’s not about prescriptions. It’s about patients, science, and ethics. #PharmaIndustry #MedicalRepresentatives #PharmaSales #HealthcareCommunication #Doctors #SalesExcellence #PharmaMarketing #PatientCentric #PharmaGrowth #ValueBasedSelling

Medtech reps: 5 examples of consultative selling. Too many reps fall into clinical conversations with no clinical commitment. They build rapport. Ask smart questions. Educate. Then leave with, “Let me know if you have any questions.” That’s not consultative selling, that’s just visiting. The best reps close consultatively, with intent and confidence. Not pressure. Progress. Here are 5 ways to do that: 1. Frame around clinical fit “Based on what we’ve discussed, do you feel this fits clinically?” ↳Yes: “What’s the next internal step to move forward?” ↳ No: “What’s missing, or what concerns do you still have?” 2. Anchor to timelines “To have 5 patients by (date), we’d need to move forward by (date). Does that work for you?” ↳Creates urgency without pressure. 3. Suggest a specific next step “Would it make sense to loop in procurement next week?” ↳ If not, ask: “What would need to happen before that makes sense?” 4. Surface objections early “Is there anything stopping you from moving forward right now?” ↳ Better now than being ghosted later. 5. Link to their priorities “You mentioned infection risk. Do you see this helping with that?” ↳ Then: “Let’s align this with your decision-making process.” Consultative selling isn’t just asking great questions, it’s guiding decisions. Close with purpose. Help the customer move. That’s real partnership. What’s your go-to consultative close? ----------------------------------------------------- I help MedTech companies build real momentum, especially in Europe. Let’s talk. 🔔 Ring my bell to get more posts like this. 🔁 Share this to support stronger MedTech launches. 👤 Follow me (Laurent Laffineur) for more insights.