Sales representatives live in a blink world. Doctors form opinions of them within seven seconds, and 93% of the messages representatives send are nonverbal. This interview shares the secrets of leveraging body language.

Patient-Type Selling

Mar 16th, 2013 4m 51s

Can you speak the physician’s language? Can you paint a picture of the ideal patient type? If physicians can imagine using your product to help their patients, they will use more of it. In this CD, you will learn how physicians categorize patie

3 Mistakes You Make with Hispanic, Indian, and Asian Physicians

Oct 31st, 2012 7m 5s

If you have Asian, Indian, or Hispanic doctors in your territory, this recording is a must. Learn how to avoid the three critical mistakes that can blow your credibility, reputation, and sales.

How to Avoid Message Burnout

Oct 21st, 2012 3m 35s

You know that it's important to repeat your message, but what if the doctor is sick of hearing it? Is there anything you can do? This clip shares a quick strategy.

How to Route a Territory

Oct 6th, 2012 6m 27s

What if you could improve your efficiency, save time, and make more sales by making simple adjustments to your routing plan? In this interview, a veteran rep shares his secrets.

How to Have "Crucial Conversations" with Doctors

Sep 20th, 2012 4m 13s

It's easy to chat with docs, but what happens when you need to get down to business? Ever wondered why you feel so nervous? How do you transition into crucial conversations with physicians? Find out in this interview.

How NOT to Start a Sales Call

Jul 4th, 2012 2m 10s

There is power in every interaction. You gain or it lose it from the start. This clip shows you how to start strong.

Why Selling is NOT About Relationships

Apr 21st, 2012 3m 48s

According to the authors of The Challenger Sale, relationships are a weak predictor of sales success. So what is the #1 factor? Find out in this interview.

Motivate Physicians

Feb 18th, 2012 4m 25s

Making a small change to your communication style can make a huge difference. Learn how to motivate physicians in this clip.

Get More Docs to Speaker Programs

Dec 11th, 2011 1m 50s

Speaker programs offer a great way to educate doctors about your products. Now, if you could only get them to show up.

Question Based Selling

Dec 11th, 2011 5m 56s

Author of Question-Based Selling dicusses how to keep docs engaged.

How to Sell with Clinical Studies

Dec 7th, 2011 6m 27s

Up to 87% of doctors want more reps to use clinical studies. Yet, selling with clinical reprints is an art form, something rarely taught in sales school. In this interview, you will learn the following:--Why you should never use the words “I,

Secrets of Advanced Pharma Selling

Sep 2nd, 2011

A handful of talented representatives find a way to succeed year after year. In this interview, Dr. Robert Cialdini, author of Influence shares some of their strategies:Why top reps share the "weaknesses" of their products.How to put more sp

Business Acumen: Earn Physician Respect

Mar 19th, 2011 14m 27s

Want to earn the respect of physicians? Show them that you understand their world.

How to Change the Way Doctors Feel About You

Nov 27th, 2010 12m 46s

Your success depends on how well you can influence the decisions of physicians. In this clip, you learn of a new way to immediate change the way physicians feel about you and your product.

How to Be a Fierce Competitor (Part I)

Apr 9th, 2010 9m 59s

Jeffrey Fox, author of How to Be a Rainmaker, tells pharmaceutical salespeople how to blow out the competition during tough times. Topics include the following: How to be a fierce competitor. How to win during tough times. Why now is the time