The Best Kept Secret of Overcoming Anxiety For Medical Sales Rep

Once a medical sales rep knows this, it's no longer a secret. The main benefit is better sales performance after he or she overcome anxiety.

How I know it works?

Let's just say that I am my own lab rat:

I've tested this concept.

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It was so evident that it causes it to become obscure. 

It's there all this while. 

It's neglected because sales reps just take it for granted.

I remember my first call to a consultant physician in his office:

I've heard of his 'fierce' reputation, but I got to see him nonetheless ...

... He was the key opinion leader for my product.

As I opened the door and greeted him, he signaled to me to sit on the couch. 

I sit in. 

He rose from his chair behind the desk and walked to join me.

We shake hands.

Then he started asking me about my ex-colleague - where he is, what he's been doing, why he left. 

I answered each one tactfully, not knowing what he's getting at.

Finally, with a new medical rep's enthusiasm, I mustered my courage to mention my product.

The consultant quickly retorted and told me that he knew everything about it. He started to quote a few clinical outcomes published in new journals and mentioning words, jargon actually, that I find interesting.

I took out my notepad, and when I was about to jot down what he said, he shouted, "Do you think I'm going to give you a damn medical lecture in 10 minutes?!!!"

I immediately put away the pen and notepad, and apologize profusely.

What can I say - he's the KOL ...

... Classic new medical sales rep blunder and I just committed one!

There were many 'anxiety-induced' events after that:

The video screening that I need to conduct without the presence of product or brand managers. Heck, even with them around I'm still anxious!

But as time goes by, I feel that I finally got a handle on my anxious moment.

I finally found the secret to overcoming my anxiety.

It was so obvious when I think about it, but it makes total sense.

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Want to know what it is?

"Always Be Prepared!"

That's all there is to it ...

... That's how I successfully overcome my anxiety.

It does take effort, but it's worth every stretch of it.

You see, you can claim that you have made enough preparation.

I believe Mr. Murphy thought the same, but he still screws up!

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Who's Mr. Murphy?

He's the one who comes up with the Law that says: If anything can go wrong, it will.

Despite our best effort, only God knows what's possible.

A guy who supposed to give a public speaking walked out to the podium and said, "Before I came up here, God and I know what I was going to say. Now, only God knows!"

Preparation ...

... Be well prepared.

That's the secret.

Today, before I step foot into consultant's offices, I must make sure who I'm dealing with.

If possible, I would profile them using the knowledge from my social style selling strategies.

If I have a video screening, I like to come early. I inspect the place myself. I run an audiovisual test myself.

It's also possible for me to go over my materials more than thrice!

Related reading: How to best prepare for a product presentation

Mental preparation?

In my opinion, this is even more imperative:

How mentally focused I am towards the success of my task will determine my quality of actions.

My final words:

Be prepared. There's no telling how much you actually need.

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