If you are trying to break into pharmaceutical sales or want to beef up your sales revenue the easiest and most cost effective way to do so is to become a student of sales and read books on sales strategy and sales skills. To make your job easier we have put together an overview of the top 5 books we feel are the best for pharmaceutical sales representatives.
Spin Selling by Neil Rachman is based on the SPIN premise sales representatives should look for when making sales calls: Situation, Problem, Implication, Need Payoff. This is a fabulous book for pharmaceutical sales representatives as industry hiring managers look for people with consultative sales experience. Pharmaceutical managers want people who do not pitch the physicians, but consult with them, to learn what needs their patients have and how they can help. This is exactly what Spin Selling teaches new representatives.
Mastering the Complex Sale Second Edition by Jeff Thull. We like this book because it does not have a cookie cutter approach to selling. It teaches people how to identify needs of the customer and come up with solutions. Pharmaceutical sales representatives must identify the needs of physicians, with the goal to get the physician to write prescriptions for the drug they are selling.
How to Master the Art of Selling by Tommy Hopkins. This book is an oldie but a goodie and the first sales book I ever read. Tommy Hopkins believes selling is a learned skill. We cannot agree more. This book teaches sales techniques, like how to get in the door and, most importantly, the close. Pharmaceutical sales representatives should become students of sales and this book is a good start.
How to Win Friends and Influence People by Dale Carnegie. Let’s face it, a fundamental truth in sales is you must be likable and approachable to get in the door. Ageless advice from a book written in 1936. This book was designed to be a self-help book, but we believe it is fabulous sales book. With instruction on handling people, winning friends, bringing people to your way of thinking, all skills successful pharmaceutical sales people need.
Secrets of Closing the Sale by Zig Ziglar. Being a sales representative is not rocket science. The book focuses on some very simple facts that the most successful sales people share. Things like being prepared, be hard working, know your customer! This book also has a strong focus on the psychology of the close, one of the most telling indicators of a top ranked pharmaceutical rep is the ability to close the deal.
If you are considering changing careers to get into pharmaceutical sales, check out the Med Career News e-book, Everything You Need to Know to Land a Pharmaceutical Sales Job. If you are already in pharmaceutical sales and are wondering if you are ready to take the next step to management take our quiz, Do you have what it takes to be a Pharma Sales Manager?