Med Rep College - Jebb C. Ruff, MBA ➝ Break into Medical Sales in 90-Days’ Post

How to MAXIMIZE your Bonus Check in Medical Sales. My first year in medical sales was TERRIBLE. 📌 I was OVERWHELMED. 📌 I was NERVOUS around doctors. 📌 I thought that my customers needed to know EVERYTHING. This is how I became a Top Performer in 12 months: 1️⃣ Embrace my new Environment: * Seek feedback * Embrace technology * Understand customer needs 2️⃣ Build Trusting Relationships: * Show up! * Be in the moment (LISTEN) * “My product is not for everyone…it helps this one patient.” 3️⃣ Understand the Compensation Plan: * Overcome objections * Develop an ACTION plan * Highlight benefits to patients 4️⃣ Simplify into Daily Goals: * 80/20 Rule * Create top 10 targeting lists * Utilize ALL of my budget + resources 5️⃣ Track my Progress: * Have FUN + LEARN * Hold myself accountable * Monitor trends & make adjustments What helped you during your 1st year in Medical Sales? ⬇️ Comment Below ⬇️ Success in medical sales requires effort and a genuine desire to help patients. Keep refining your approach to achieve remarkable RESULTS. Photo from President’s Club #1. ~~~~~~~~~~~~~~~~ 🔸 Connect and ring my 🔔 for more medical sales content.

Medical Sales Reps: Looking for an in-person cold calling tip? - You have googled a found a big practice with lots of physicians. All of them could prescribe your product and you are trying to figure out where to start. - Walk up to the receptionist. . . My name is . . . and we help patients (insert the most popular benefit of your product). “Who is the most or a few of the more approachable physicians in the practice?” Document those names in your CRM and get to work. What is your favorite cold calling tip?

Medical Sales Reps: Do You Have Your “Pack”? I often hear medical sales reps say, “I’m a lone wolf—I enjoy the freedom of working my territory on my own.” Do you have your “pack”? Your “pack” is the group of colleagues and mentors who help you grow, learn, and thrive: - The go-to reps: Those colleagues in your company you can bounce ideas off of - The trusted peers: The ones you can ask those “dumb” questions you might not want to ask your manager - The mentor: A seasoned rep with 5-10 years more experience who consistently hits club and can offer valuable advice Why build your “pack”? You are in sales partly because you are good with people. So why not apply that skill internally? Building relationships with your colleagues can help you: - Share best practices and success tips - Get valuable advice when you hit a roadblock - Celebrate wins and offer support when needed Here’s how to start building your pack: - Reach out: Call a colleague just to check in, share advice, or ask for ideas - Create a Slack channel: Set up a “players-only” space to share insights, challenges, and strategies - Build relationships with top performers: Keep an eye on the leaderboards, and at the next sales meeting, go talk to the top 1-3 reps. Get to know them—they’re often are willing to give advice - Be willing to be part of your colleagues “pack” Surround yourself with top talent—even if they’re across the country—It help you grow faster and increase your success. Go get it! Patients and physicians depend on you. How have you built your “pack” and what have you learned from them?

Rapport building In medical sales. Medical Sales Success Key: Success in medical sales hinges on building strong relationships, rooted in a concept called rapport. This involves making the customer feel understood, respected, and valued. When a medical sales professional achieves rapport, they are seen as a trusted advisor with a deep knowledge base and genuine care for both the customer and their patients. Achieving Rapport: To develop this connection, focus on: 1. Genuine Attention - Avoid generic conversation starters. 2. Preparation - Approach each interaction well-prepared. 3. Mutual Respect - Treat the customer as an equal with humility. 4. Authenticity - Avoid over-promising; let your actions speak. 5. Active Listening - Aim for 60% listening and 40% talking. 6. Thoughtful Engagement - Avoid a rapid-fire question format. 7. Personalized Messaging - Tailor each conversation to the specific needs of the customer. 7 Deadly Sins of Rapport-Building: Avoid these mistakes to strengthen rapport: 1. Sounding generic. 2. Lack of preparation. 3. Lack of respect or humility. 4. Over-exaggerating. 5. Talking too much. 6. Interrogating instead of conversing. 7. Using generic messaging These tips not only help build a solid foundation in sales but also promote genuine, lasting relationships that elevate the quality of service provided.

Being effective in medical sales means sometimes you're going to piss people off. I've never met a successful medical sales rep who wasn't willing to risk 'poking the bear' when it was in the customer's and patients' best interests. What am I talking about? things like... Challenging the status quo. Presenting data that suggests "their way" isn't necessarily the best way. Sharing the opinion of a colleague who believes your customer's approach is wrong. There will be times when you'll have to choose between being liked or being effective. Have you ever lost business or gained business by being provocative with a HCP? Drop your story in the comments.

Being effective in medical sales means sometimes you're going to piss people off. I've never met a successful medical sales rep who wasn't willing to risk pissing customers off when it was in the customer's and patients' best interests. Here are some approaches that could benefit the customer/prospect, yet elicit a negative response (like anger!): -Challenging the status quo. -Presenting data that suggests "their way" isn't necessarily the best way. -Sharing the opinion of a colleague whose approach to a treatment, procedure, or practice management conflicts with their and suggests their approach is wrong. There will be times when you'll have to choose between being liked or being effective. Have you ever lost business or gained business by being provocative with an HCP? Drop your story in the comments.

Medical Sales Reps: Are You In The Zone? When I first started as a Medical Sales Rep, my manager rode along with me after a few months to see how I was managing my territory. I picked him up at his hotel, told him we had 3 physician meetings and a few other stops planned. He said, “Great.” We drove 2 hours to our first office, waited 30 minutes in the lobby, and finally got 5 minutes with the doctor. Then, we drove another hour for a lunch-and-learn, met the doctor for 5 minutes, and visited a couple of other customers. After another 2-hour drive back, we waited 45 minutes for the last meeting, only to be told the doctor had to leave for the hospital. In total: 350+ miles, 2 physician meetings (under 5 minutes each), and a few quick check-ins with existing customers. My manager asked, “How do you think today went?” “Not great. A lot of miles for less than 30 minutes of meetings.” He challenged me: “Think about your territory. Think about your time. Come back with ideas.” The Solution: Zone Planning I decided to break my territory into 5 zones (roughly one hour in each direction) I spent one full day each week focused on each zone (think 5 mini territories) and was able to get 10-12+ calls in per day. It made all the difference. There are now incredible tools, even within your CRM, to help with zone planning, scheduling, and tracking. Key Takeaways: -Embrace technology -Document everything in your CRM. -Your time is your most valuable asset. Master your territory. Plan your zones. Go get it! Physicians and patients depend on you. What other tricks do you use to master your territory? I know some cover multiple states.

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The Art of Persuasion in Medical Sales Medical Sales Representatives play a vital role in bridging the gap between healthcare innovations and the professionals who use them. But what sets a great representative apart? The power of persuasion. Why is Persuasion Critical in Medical Sales? 1️⃣ Building Trust: Success starts with credibility. Doctors and healthcare professionals need to trust your knowledge, your product, and your intentions. 2️⃣ Understanding Needs: Active listening is key. By identifying the challenges and needs of your clients, you can position your product as the perfect solution. 3️⃣ Communicating Value: It’s not just about features. It's about explaining why your product makes a difference — for the doctor, the patient, and the practice. 4️⃣ Handling Objections: The ability to address concerns with confidence and clarity shows not only expertise but also respect for the client’s perspective. How to Master Persuasion? 🔹 Know Your Product: In-depth knowledge gives you the authority to answer any question. 🔹 Be Empathetic: Understand that every healthcare professional has unique challenges. Adapt your approach to fit their goals. 🔹 Stay Resilient: Not every pitch is successful, but every conversation is a step toward building lasting relationships. 🔹 Practice Emotional Intelligence: Reading the room, understanding non-verbal cues, and adjusting your tone can make all the difference. In the world of medical sales, persuasion isn’t about pushing a product; it’s about educating, connecting, and providing value. It’s a skill that combines science, strategy, and empathy — and it’s what transforms a good representative into an exceptional one. Let’s celebrate the art and science of medical sales! #MedicalSales #SalesSkills #Persuasion #HealthcareInnovation #ProfessionalGrowth

🚫 Avoid these common mistakes to thrive in medical sales! 🚫 Not Understanding the Product 📚 - You can't sell what you don't know. Deep product knowledge builds credibility and trust. Ignoring Customer Needs ❌ - Sales is about solving problems. Ignoring needs leads to lost sales and unhappy customers. Lack of Follow-Up 📅 - Consistent follow-up shows professionalism and keeps you top of mind with clients Poor Time Management ⏰ - Time is money. Managing your time effectively increases productivity and sales. Not Building Relationships 🤝 - Strong relationships lead to repeat business and referrals. Sales are built on trust and connection. 💪 Follow these tips to boost your success! 🔄 Share if you've made any of these mistakes and tag a friend who needs to see this! 🤔👇 #MedicalSalesMistakes #SalesTips #MedicalSales #MSBCourses