"Logic will get you from A to B. Imagination will take you everywhere."
Take time to reflect on the limits you set up around the work you do or how you spend your time. Is it possible that logic is controlling you? Are you not allowing your imagination to open new and exciting doors for you? Logic says you aren't qualified...but then again, is anyone qualified or ready for anything? Drive and desire have to be part of that equation...right?
Give it some thought today. Are you where you want to be? If not, how are you limiting yourself?
Have a great week!
SImply sign up for the FREE interview prep resources here on the website (simply provide your name and email), and I will send you the resources and a code for a free AUDIBLE download of "The Pharma Sales Interview Breakthrough Blueprint"!
Please note, I only have 10 codes...first come, first serve, so please sign up as soon as you see this post.
Thanks again for your support of this book and blog!
Very funny, regardless of your politics. Stephen Colbert interviews President Obama as he will soon be out of a job.
It's a terrible thing, I think, in life to wait until you're ready. I have this feeling now that actually no one is ever ready to do anything. There is almost no such thing as ready. There is only now. And you may as well do it now. Generally speaking, now is as good a time as any."
So true. Don't wait to do something. Go and do it. Be the change in the world that you want to see.
Have a great Monday and a great week everyone!
So a couple of days ago, I announced that the Audible version of "The Pharma Sales Interview Breakthrough Blueprint" was available on Amazon and Audible.
I am happy to announce that it is also available on iTunes now!
Thanks again for your support of this book and this blog!
Time for another curveball. By the way, how great is the MLB playoffs. I'm not a huge baseball fan, but it is fun watching these series.
Here is our next curveball interview question:
Describe how you "sell" products to people.
I like this question alot for a couple of reasons. It seems that there are many individuals currently in the medical sales or pharma sales world that get confused about what it is they are supposed to be doing. They are supposed to be driving sales. They are sales people. They think they are supposed to be consultants or advisors...but they would be incorrect.
By being confused about their role...they end up involved in activities that they should not be involved in. It makes them feel like they are contributing and "bringing value"...but what they are really doing is giving up their time to their competitor to sell their products.
So, if you are currently in medical/pharma sales...please keep this in mind. You were hired to move market share...period. If you are in some other type of sales... then the same applies. Keep that in mind. This is absolutely a question I would ask. So how would I answer if I were asked?
Before I even get into "how I sell", I would set up how I allocate my time to sell and who I sell to. All too often, those in sales fall into another trap. The trap of being "busy". So, I have a sales territory and I need to get out there and make things happen...so I get "busy"...but our time is our most valuable asset. How we invest our time is critical to our success. Sharing how you analyze your business and determine how to best invest your time is very important to those interviewing you and sharing this will set you apart. Others interviewing will jump right in and it will be clear that they are just focusing in on being busy.
As it relates to "how I would sell"...on a tactical level. I have read a couple of books on sales and I would refer to one in the conversation. Specifically, the Challenger Sale. This is an excellent book and likely one you have heard of. It's at the top of all of the various book charts.
I would share a specific example of how I applied what I learned from the Challenger Sale. In sharing a S.T.A.R. (Situation, Task, Action, Result) example, I am providing real life proof of a sale I made and further bolstering my brand in the eyes of those interviewing me...but I am also tieing this example back to a documented and successful sales process. It illustrates to those that are interviewing me that I am engaged in my craft and dedicate time to becoming better. As well as the fact that I have a systematic process in place.
This is important. Being is sales can be a wonderful thing because of the autonomy. By illustrating that you have and employ discipline in your approach, it tells me that you are an individual that I can hire and trust that you are doing the job...even when I am not observing you in the field.
Those are my thoughts regarding this question. Please feel free to share yours below. Have a great week!
If you spend alot of time on the road and find it hard to actually read a book, I've got great news! The audio book version of "The Pharma Sales Interview Breakthrough Blueprint" is now available here on Audible
Or, you can go to Amazon and download it there as well.
Both sites have a sample so that you can preview the book. If memory serves me correctly, it is Chapter 5...so you honeslty can listen to the entire chapter and get a sense for if it is something you would like or not. I certainly think you will. Have a great week and thank you all for your support of this book and this blog!
If you aren't exactly sure what MACRA is...well, that's ok. There are alot of healthcare providers that are just like you.
That said, check out my previous posts if you would like to learn more. Essentally, every healthcare provider that treats patients with Medicare (there are roughly 55 million Medicare benficiaries...and 10,000 more EVERYDAY) will be impacted. CMS (the Center for Medicare Services) wants providers to either participate in an "Alternative Payment Model" or an APM....or the provider will need to participate in a program called MIPS.
I won't go into great depth regarding MIPS...but it includes using electronic health records, reducing costs, quality metrics, and clinical practice improvment. If providers don't participate, then they will see significant cuts in their reimbursement over time.
This is important to you because if you are promoting a medical product or pharmaceutical, then whatever it is you are promoting...it better be in line with what the practice values in relation to MIPS scores, etc.
Check these links out to learn more. Feel free to add your thoughts, comments below.
"A ship is always safe at the shore - but that is NOT what it is built for."
Again, hard not to love this quote. You were built for a purpose. Find that purpose and lean into it...no matter what the small doubts you or others may have.
Have a great Monday and a great week everyone!
Forbes published "Top 10 Tough Questions". Here is a look at them. Click the Forbes name above for a link to the actual article.
This is a nice set of questions to think about and to practice. They could maybe even be considered "Curve ball questions". In fact, some of them are similar to questions that I have addressed in the past. We will likely dig deeper into these questions in future posts.
Why should I hire you?
Why is there a gap in your work history?
Tell me one thing you would change about your last job?
Tell me about yourself?
Explain a complex database to your eight-year old nephew
What would the person who likes you least in the world say about you?
Tell me about a time when old solutions didn't work?
What's the biggest risk you've ever taken?
Have you ever had a supervisor challenge a decision?
Describe a time when you were on team did not agree?
The "Breakthrough" Book