Obviously, no one wants to be the victim of a crime, much less a violent one. On a more subtle level, recovering from a crime takes time and effort that would otherwise be employed in achieving greater success-a situation that your competitor will capitalize on. Replacing stolen cell phones, PCs, and samples all takes time. Filling out police reports, repairing damage to your car, and picking up and returning rentals also consumes vast quantities of this resource. Lastly, the trials of overcoming the mental damage done by being victimized cannot be appreciated until experienced. Clearly, avoidance is the best therapy.
Reducing your profile as a target does not mean driving around in a clunker or dressing like a hobo. It does mean, however, being slightly more aware of your surroundings and actions than the average person. Participation in defensive driving and personal safety courses is an excellent way to hone these skills. Many companies may even provide or pay for these programs if requested. The time spent at a district meeting on this issue is truly a worthwhile investment.
Jewelry, expensive watches, and accessories should be kept to a minimum. Keep PCs, phones, and other electronic gear out of sight. Minimize the amount of literature and other material in the vehicle identifying you as a representative. Keep as much material as possible in the trunk, and when possible have the necessary materials packed in your briefcase before leaving for the call; this will enable you to move immediately from the car to the office. Install a car alarm with an engine kill feature. Carry a personal alarm and try to keep one hand free for operating it (and also to quickly open doors). Try to work the rough areas in your territory in the early part of the day and avoid being there on the last day of the month.
Utilize a cell phone; they are inexpensive if used properly and invaluable in an emergency. Keep windows up and doors locked, and carry only the minimum number of credit cards and identification. Have some cash on hand so that if you are robbed you will have something to give and thereby perhaps avoid an attack.
Be aware of your surroundings; know what and who is around before accessing your trunk or doing anything that might restrict your vision. If approached by a stranger, leave immediately if possible. Minimize the time you spend in the vehicle and on the street. Lastly, if the worst event occurs and you are attacked, do not resist-equipment and samples can be replaced far easier than your health or safety.
Many of these suggestions are plain common sense, but like many well-laid plans they may be forgotten during the rush of the average workday. However, this is all the more reason to keep vigilance at its peak. In far too many reported incidents, explanations like "he came out of nowhere," or "it was only for a moment" are offered.
Again, there are numerous resources that address this topic in great depth. The intention here is merely to heighten awareness of this occupational hazard. The time spent recovering from a crime can be far better spent furthering your sales goals. In this case, more than in any other, an ounce of prevention is the path to follow.
A Question of Ethics
I he healthcare community refers to prescription medications as ethical pharmaceuticals, but this does not assume that anything else is consequently unethical. Similarly, based on ongoing research, it can be safely assumed that healthcare sales representatives are also ethical. All indicators seem to consistently demonstrate that this industry is characterized by sales professionals acting in accordance with government guidelines and company policy. However, as in any industry, sport, or challenge, the white-hot heat of competition may at times blur what is right and what is not. Even without conscious decision, the moment may present itself where doing the right thing results in something less than a victory. The hallmark of a true professional is being able to recognize this and control it.
The casual omission of a potential side effect, exaggerated patient benefits, or incorrect pricing information may do more than merely damage customer relationships; ultimately, a patient may end up suffering greatly. It will only be a matter of time before the truth is realized, and whatever short-term gains may have been made will be far offset by the loss of future business. Long-term selling in the pharmaceutical industry hinges on trust; destroying that severely compromises a potentially successful career.
Recent studies suggest that ethical behavior in companies in the United States is declining. Lying to supervisors, supporting incorrect viewpoints under pressure, signing false documents, and overlooking the wrongdoing of supervisors are the major in-fractions. While this appears to have little to do with customer relationships, a safe assumption can be made that they are affected. Unethical conduct leads to a poor working environment, and also increases stress, reduces effectiveness, and ultimately leads to failure. The overwhelming majority of professional pharmaceutical representatives demonstrate an in-credibly high level of honest, open, and ethical behavior. Yet it only takes a few bad apples to reflect poorly on the rest. Police your own ranks and dissuade any questionable behavior, but more importantly set the right example and follow only the highest standards. Rest assured that honesty is the correct course and that the benefits thereof will be realized over the course of your career.
Objection/Close Notebook
An objection just means someone is listening.
The good news is that, believe it or not, there are only a limited number of objections that a customer can offer, and each and every one of these objections can then lead into a very specific close. Once all of these objections and closes have been identified, there should be no reason to ever miss an opportunity to ask for the business again. Make it a point to confer with teammates and assemble a notebook that fists all potential objections for a given product. Then generate responses and identify appropriate supporting material such as clinical or monographs. For the final step, develop a close for each of these objection situations. Remember the basic rule: turn every objection into a close. Also, generate a list of closes for other situations, such as when no objection is given and the presentation is finished. Ensure that these closes refer back to the presentation and its focus. Remember, a close is earned-the weaker the preparation and presentation, the harder it is to close.
Lastly, regularly review and update this note-book. It does no good collecting dust on a bookshelf, and even the most experienced veteran can benefit. This practice may not provide us with all the answers, but should put us well on the way.
