How Can Mock Detailing Reduces Pharmaceutical Sales Rep Anxiety?

Many pharma sales rep and non-pharma reps will agree that they're anxious in front of customers even if they've been selling for some times. Anxiety might seem reasonable, but it does disrupt the flow of what the reps are trying to do. It makes the reps look 'unprofessional.'

But there's a way to get over it ...

Mock detailing, detailing, or detail practice is not a specific session aim for reducing pharma sales rep anxiety. It was meant to condition the rep before an actual, face to face with customer event takes place.

It gives them the taste for what's coming ...

Related reading: How a pharma sales rep overcome anxiety during a presentation

How Does Mock Detailing Begin?

Selling is one field that manipulates human, like it or not. To make a sales strategy effective, many techniques were adopted, particularly in the field of psychology.

Mock detailing probably has its origins a long time ago when people like Dr. Maxwell Maltz, who wrote Psycho-Cybernetics, discuss success factors, including self-practice. He went on to describe how a salesperson manages to conquer fear and anxiety, and because of that, close more sales than he ever did before.

And modern science refines such concept and put it under self-conditioning.

The essence is still practice, practice, and practice.

With passing times, the field of psychology also advance. One discovery becomes so popular and takes center stage, called Neuro-Linguistic Programming, NLP for short.

NLP And Detailing Practice

I'm not sure how true it is, but since its existence, NLP almost turns everyone into psychologist!
I know. It's pretty hard to swallow.

It teaches its practitioner on the excellent point of practice. So, for a mock detailing session, there are many finer points that pharmaceutical sales rep can work with.

For example, mirroring body language for instant rapport. Another, pacing and leading after rapport is established, and maybe, reduce resistance with words tonality.

And many more!

One of the sounds, unintentional side effect of engaging into NLP-laden mock detailing session is reduced the anxiety level.

Reducing Anxiety During Mock Detailing is Important

Actually, it is more important when meeting customer face to face such as during pharmaceutical sales exhibition.

Mock session supplies sales reps with the feeling of how the flow and it's content during the real session.

Most of the time, these situations are a mockup, but they help nonetheless.

Pharma reps learn how to manage their behavior and attitude when such situations occur. They become familiar with the ways they handle it and learn to fine-tune them in advance. That's the whole point.

Familiarize and fine tune.

But the catch is:

What needs to be familiarized with? What needs to be a fine tune?

There's a saying that's worth to live by - perfect practice make it perfect.

If you learn to type fast with one hand and one finger, you can. But you'll never become a fast typist who uses both hands and more fingers!

Never!

Unless you practice that too.

Mock detailing session DOES help pharmaceutical sales reps reduce anxiety if they practice the right stuff during each session.

Agree?

Related reading: The best-kept secrets of overcoming anxiety for pharma sales reps