It is important for medical sales professionals to make their products and services seem personalised for each customer. Every consumer has encountered the indecipherable language on a bottle of prescription pills and other medical supplies. A medical sales professional needs to act as a translator between the client and the product in order to increase sales. You can eliminate the mystery involved in medical sales in a few simple steps beginning with your first sale.

A collection of anecdotes, testimonials and other materials highlighting the real effects of your supplies can help comfort potential customers. You should take notes during each sales call and contact past clients to conduct your own research on the realities of your company’s products. A single testimonial given to a sceptical client may not lead to a sale. A mountain of stories, data and other evidence to the success of your product can set your sales pitch apart from the competition.

Your sales pitch needs to kindly point out the difference between your supplies and competing products. An aggressive sales person who criticises competing companies without highlighting the virtues of his employer will turn off clients. You should create a one-page document with the raw data that differentiates your product from others. It is important to couch your sales pitch in positive language so most medical sales people need to avoid speaking about competitors when possible.

Successful professionals in medical sales jobs need to gather a history for each client to formulate an effective sales pitch. Corporate clients and individuals looking for medical supplies will be willing to provide general sketches of past medical conditions to sales people. A chronological sketch of each client allows you to formulate your sales pitch for a future call without resorting to clinical language.

An ability to transfer from clinical to regular language and back is necessary in medical sales jobs. You need to take chemical names, pharmaceutical jargon and data on product packaging and convert it into colloquial language for clients. This skill is difficult for young medical sales professionals who have great communications skills without proper scientific grounding. It is important to devote a part of each work day reviewing industry publications as well as in-house reports to become conversant in clinical language. This fluency in pharmaceutical jargon makes it possible to switch to different levels of sales language throughout your day.

Are you a new jobseeker wanting to break into medical sales but finding it hard? Well, maybe you’re not looking in the right places. If you can’t secure interviews with major pharmaceutical and hospital device companies maybe you ought to explore the “Specialty Markets”

Over the past few years a number of specialty market areas have developed. They allow jobseekers the opportunity to begin a career in healthcare by entering thru the side or back door without “the perfect education and sales experience”.

Two of the fastest growing of these specialties are the nursing home and home care industries. Today there are 80 Million people in the “baby boomer” generation who are between 55-62 years old. In the next 3-10 years, these people will be reaching retirement age.

Services directed to this group are IV infusion, nutritional care, skilled nursing services, rehabilitation therapy, dialysis treatment, and peritoneal services to name just a few. New services and products are constantly being developed to take advantage of this trillion dollar market.

Another growing segment is the durable medical equipment marketplace. This market is generally retail operation with both inside and outside representatives.

Products such as specialty beds, wheelchairs, walkers, ventilators, surgical and medical supplies.

New area keep developing because as technology advances. Insurance and goverment are constantly changing guidelines; they want products and services that save money.

So OPEN YOUR EYES to the specialty markets, IT JUST MIGHT SURPRISE YOU!

Most of us when considering a sales career in Medical we have a tendency to think Pharmaceuticals, Devices, Equipment, DME, Homecare, ie  BUT the future is opening new possiblities in the Computer and Information Technology fields. It may not be calling on doctors, nurses and clinicians but it’s still very much healthcare.

The  hospitals across the USA will spend over $4.5 billion on information technology this year and grow upwards of $7.5 billion by 2015, according to the experts.

This healthy growth will be fueled by such things as incentive payments for electronic health records under the federal economic stimulus. In addition to increases in spending on clinical automation by varies healthcare facilities, other factors contributing to I.T. spending growth will be the new ICD-10-CM codes for claims as well as the new 5010 standards for electronic claims formats, according to many leading authorities in the marketplace.

So you might want to think out of the box when searching for either that new job in medical sales OR broadening your options for veteran of the marketplace.

prepared by Ralph Steeber, CPC 

During the past year many people have asked us if we had any statistics or hard data on what choices experienced medical sales professionals use when they are looking for new career opportunities. We felt that we had a pretty good idea, but not anything that we would put our seal of approval on. We then decided to program a ”simple survey” to our jobseeker registration form.
After more than 5000 responses we were very surprised with the results. Recruiters and Job Boards made up 78% with Recruiters holding a slight edge 41%, followed by Job Boards at 37%. Third place was 3rd Personal Networking capturing 14%. What was most surprising was that Newspapers came in last at 8%. In defense of newspaper advertising, which just a short 5-7 years ago was probably #1, is that many local and national newspapers are tied or partnered with the job boards in package advertising and therefore the original advertisement is accessed via the Internet.

In conclusion, after reviewing the data myself and relying on my more than 30 years experience in this recruitment industry, the tide appears to have changed.  But when you really read between the lines, the actual methods, although disguised with technology, haven’t really changed much.

What’s your opinion? We love you to offer your thoughts. It will be helpful to visitors and fellow medical sales jobseekers. Select the comment button below it easy and quick.

Are you qualified and actively seeking a career change? I’m sure you have seen the many choices you have to get your resume sent out. You could pay a “Resume Submission Service” that claims with ONE CLICK of the button they can have your resume in the hands of the Best and Most Successful Recruiters coast to coast and your phone will start ringing with JOBS-JOBS-JOBS-JOBS. Well, it’s not quite that easy. Yes, it’s a smart and cost effective way to get great exposure in a hurry but you need to know if you have the qualifications necessary to create interest. All the clicks in the world won’t help if you don’t have what they want. On the upside, Recruiters have the technology to work anywhere worldwide with no boundaries. That means simply, you don’t know who is going to have the right client and job opportunity sitting on their desk that’s perfect for you. After evaluating and reviewing resume services ask the question before you spend your money ” Do I Qualified? “. Our website highly recommends PharmaResumeBlaster. PharmaBlaster has an excellent database of experienced sales recruiters and most importantly, guarantees to help you until you get results. 

 If you would like your resume reviewed for free prior to purchasing this type service just simply send your resume to admin@medicalreps.com ( tagline- Resume Review)