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I have said many times, including a couple of times in my new book, SELLING BIG IN BIG PHARMA, “I get a lot of satisfaction from teaching people in a short period of time the things it took me many years to learn.”
In this blog, which will be updated as frequently as I can come up with something new to teach you, I will relate to you the secrets that I discovered during my career, the “nuggets” that I came across as I traveled the roads to a highly lucrative, enjoyable, and fun career selling pharmaceuticals.
I will start with a phrase that my team adopted some time back and it is one that you may have heard of: ”Selling is simply a transference of emotions.” The idea behind this, of course, is that if you are excited about your product and you exhibit that excitement to your customer then your customer will be more likely to get excited about it also.
When I think of that, I can’t help but remember back to an article I read in a European journal some years back. A gentleman who was involved in sales training wrote the article and it had to do with some research he had done to produce a training video. He had worked with a number of salespeople and had concluded that the best salespeople were, in fact, good actors.
He went on to explain that actors are good salespeople for two reasons; They memorize well (they learn their lines) and they take on the personality of another person well (they can act excited).
Becoming familiar with what I have described above not only helped me to train my salespeople. It also helped me as I interviewed people to bring them into the pharmaceutical business. I looked for people who put words together well and for people who were excited about what they were saying.
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My message to you is very simple; Read the above once again, and study it. And then make it a part of you. You will be glad you did. ______________________
And order a copy of my new book, "SELLING BIG IN BIG PHARMA". It is full of helpful ideas!
Jim