Last updated on Jul 17, 2024

What do you do if your product knowledge is lacking in Medical Sales?

Product knowledge is essential for medical sales reps, as it helps you build trust, credibility, and rapport with your prospects and customers. However, sometimes you may find yourself in a situation where you don't know enough about your product, its features, benefits, or clinical evidence. This can hurt your sales performance and reputation, especially if you are dealing with highly informed and demanding buyers. How can you overcome this challenge and still deliver a successful sales pitch? Here are some tips to help you out.

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1 Admit your knowledge gaps

The first thing you should do if you realize that your product knowledge is lacking is to admit it. Don't try to bluff your way through or make up answers that may backfire later. Instead, be honest and humble, and acknowledge that you don't know everything. This will show your prospects and customers that you are trustworthy and respectful, and that you value their time and input. You can also use this opportunity to ask them more questions about their needs, preferences, and pain points, which will help you tailor your solution and demonstrate your consultative skills.

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Gilson Bêtta Sevilha

Diretor de Projetos na Help Star | Engenheiro de Produção
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O conhecimento é uma construção continua. Nunca se sabe tudo, sempre há algo para se saber ou descobrir para complementar seu conhecimento

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2 Research and learn

The second thing you should do is to research and learn as much as you can about your product, its competitors, and its target market. You can use various sources of information, such as your company's website, brochures, white papers, case studies, testimonials, webinars, podcasts, blogs, forums, and social media. You can also consult with your colleagues, mentors, managers, trainers, or subject matter experts who can provide you with valuable insights and feedback. Make sure you understand not only the technical aspects of your product, but also the value proposition, the unique selling points, the customer segments, the buyer personas, the decision-making process, and the common objections and questions.

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3 Practice and rehearse

The third thing you should do is to practice and rehearse your product knowledge and your sales pitch. You can do this by yourself, with a partner, or with a coach. You can use various methods, such as role-playing, flashcards, quizzes, mnemonics, storytelling, or visualization. The goal is to reinforce your memory, boost your confidence, and improve your communication skills. You should also anticipate and prepare for the possible scenarios, questions, objections, and responses that you may encounter during your sales interactions. You can use the SPIN (Situation, Problem, Implication, Need) or the SOAR (Situation, Objective, Action, Result) frameworks to structure your sales conversations and highlight your product's benefits and outcomes.

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Gilson Bêtta Sevilha

Diretor de Projetos na Help Star | Engenheiro de Produção
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O auto treinamento é o nome que se dá a sua preparação para a atuação no campo. faça no espelho, monte equipes de treinamento, monte roteiros com tópicos

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4 Follow up and review

The fourth thing you should do is to follow up and review your sales performance and your product knowledge. You can do this by sending a thank-you email, a summary of the key points, a proposal, a demo, a trial, or a testimonial to your prospects and customers. You can also ask them for feedback, referrals, or testimonials that can help you improve your skills and reputation. You should also review your own performance and identify your strengths and weaknesses. You can use the SMART (Specific, Measurable, Achievable, Relevant, Time-bound) or the GROW (Goal, Reality, Options, Will) models to set your goals and action plans for your continuous learning and development.

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5 Seek help and support

The fifth thing you should do is to seek help and support from your network and resources. You don't have to struggle alone or feel embarrassed about your product knowledge gaps. You can reach out to your peers, mentors, managers, trainers, or experts who can offer you guidance, advice, coaching, or mentoring. You can also use your company's training programs, courses, webinars, podcasts, blogs, forums, or social media groups to access more information, tips, best practices, and updates about your product and industry. You can also join professional associations, communities, or events that can help you network, learn, and grow as a medical sales rep.

Product knowledge is not a static or fixed skill. It is a dynamic and evolving skill that requires constant learning and updating. As a medical sales rep, you should always strive to enhance your product knowledge and stay ahead of the curve. However, if you ever find yourself in a situation where your product knowledge is lacking, don't panic or give up. Instead, follow these tips and use them as opportunities to improve your sales performance and credibility.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your product knowledge is lacking in Medical Sales?

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1 Admit your knowledge gaps

2 Research and learn

3 Practice and rehearse

4 Follow up and review

5 Seek help and support

6 Here’s what else to consider

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