The Pharma Sales Interview Breakthrough 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!
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