Call Homework: Begin At Home

This is the beginning of your Pharmaceutical Sales Skills. Regardless of your operating area, your channels, be it hospitals, teaching hospitals, institution, GP, Pharmacy, your skills will begin from the root. From home or should I say 'base'.

So, where's your base?
I don't mean geographically even though that's the answer I'll get most likely, but your 'real' base? The answer is not as tough as you might think because the answer already given to you... your 'channel' is your base. Let me explain...

When I say channel, what I'm referring to is actually 'who you'll be seeing or calling and where they're at'. You might be calling on:

• pharmacists in purchasing departments of private hospitals
• doctors in GP
• nurses in community health centers
• pathologists in the labs
• lecturers in medical teaching institutions

Regardless. Start from your base. Study your base first with these questions to get you kicking:

• who to see?
• whose in charge?
• can he or she or they make decision for purchasing?
• how's the account like?
• how's the track record? Are they good paymaster?
• how are they doing with the distributors of our products? Do they have account with them?
• who else are they buying from?
• when is the best time to see them? When is the worst?
• what do they generally require from the reps?
• any special working condition? Unspoken rules?

Feel free to add on to the list.

Don't trouble yourself also in finding the answers because your most reliable resources could be at arm length or at your fingertips. By that I mean you can get the info from your buddy, your colleagues, your boss, your predecessor, your friendly competitors, or you can dial the channels' phone number and get the answers firsthand. Are we clear so far?

At this point, do not rush to prepare yourself thoroughly for the call. Not just yet. If you take the analogy of a game, it means you want to inspect the 'host-ground' first before pay a visit. You want to know where the hump is, where the pot holes, so on and so forth.

Contrary to what 'other' pharmaceutical training materials (not the one you're reading now) tell you, call homework is very important. Period. Heed this advice and you won't turn up as clowns when you actually visit them. Are we OK so far?

Next we'll look at your ideal preparation before the actual call. Before you step into their cubicles, offices, rooms, or whatnot.

In the meantime, have you done your 'homework'?

Pharmaceutical Sales Syllabus

Let's face it. If you do a search at Amazon right now for pharmaceutical sales rep syllabus, you'll get hundreds of results. Some are written by 'true' pro meaning they got their hand dirty before but there are countless others who are just 'hypothesising'.

They said talk is cheap. So better watch out for that cheap talk, printed on paper, and spice up with lots of PR and book marketing activities.

What makes my writing any different, you asked? My answer, judge it for yourself. I'm a strong believer in 'right' action speaks louder than mere words. Savvy?

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What Will I Be Telling You From Now On?
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I've outlined my very own coctail spesifically meant for those of you who wants to venture into pharmaceutical selling and if I'm in a good mood, I might throw in 'real' and 'working', Words and 'Excel' templates that cover your daily routine (sounds boring already... routine) such as:

• daily call planning
• daily or monthly itinerary
• monthly report
• daily, weekly, monthly sales trekking

and few more useful templates but it all depend on my mood. But to kick things off, let's take a look at the skills that you need to develop as a professional pharmaceutical sales person.

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Overview Of The Selling Skills
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The actual steps or skills could be more or could be less than these. It could be broader or narrower. To make them simple, let's just stick to these, OK? Are you still with me?

1. Call Homework. This step is fundamental. Many successful sales reps are fond of 'parroting ' the saying,"If you fail to plan, you plan to fail." And many of them actually do the opposite but still successful. Nevermind. You still need to do some homework (I promise it's nothing like school time)
2. Call Opening. Creating the impression. This step may break or make you. You'll get the best tips soon.
3. Presentation. Well, you read can read that can't you? You'll be discovering secrets of the pro in doing presentation. Believe me, in pharmaceutical selling, you'll be making strings of them.
4. Justifying your statements. It's not enough to make claims, uttering fact, and figures without the ability to show that it's based on evidence. This is so simply because today's healthcare practice is evidence-based. Remind me of the ad... 'Got evidence?'
5. Check for buy in. Did the customers trust you? Or did you used the most famous tricks ever invented,"If you can't convince them, con them. If you can't con them, confuse them!" It's still widely applied even in today's pharmaceutical selling environment.
6. Friction reduction. Or if you fancy, handling objection. Every sales rep knows and fears this. You shouldn't if you keep reading.
7. Gaining commitment. Simply put, closing. Ask for the orders. Signing the paper.
8. Other products mentioning. Most likely, when you joined a pharmaceutical company, you'll be promoting more than one products. Unless your incentive is based only on one product, cross selling or cross promotion should occur naturally.
9. Follow up. You get back to them on the unanswered question, to deliver the clinical paper as promised, to arrange for the sponsorship, etc. In my view, personally, this is the missing link between the reps who sustain and performed against the rep who make it big then disappear. Which one are you?

So there you have it. All nine proven selling steps or skills needed to make it to the top of pharmaceutical selling game. Are you game now? One last note...

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Take one step at a time
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One skill at a time. Don't rush things over. You're not participating in the 100 meter dash. If all, this is a marathon. Save your energy and keep your focus. Channel that passion, that enthusiasm, and that drive to your biggest goal... to earn at least 90 percent of your total incentive. What happened to another 10 percent? I'll tell you why along the way but now, I invite you to join this exciting and rewarding career path.

Welcome to Pharmaceutical Selling!

The Respond To Avandia Is Here...Finally

Few days back, Avandia was making the headline for increasing heart attack and risk of heart diseases. Not a favorable headline it was.

Remember I asked my friend who promotes Avandia to querry the HQ and responds to the issue... and I also wrote that I was not getting any feedback? None... until at 15 minutes to 1 pm today.

He called.

"Hey, man! Still sleeping?"
"Nope. Just having a short break. What's up?"
"There's a water shortage in your are isn't it? Because 'our' friend came in late today"
"Yup. The electricity was out for a few hours also yesterday. I think it was the thunderstorm"
"Hmmm... Hey, remember the Avandia issue a few days back. The one that you told me during breakfast?"
"Ahah... I've been waiting for that one"
"Well, they finally respond."
"Uhuh"
"Do you know Steven Niessen? He's the one who has something to do with the Vioxx withdrawal... do you recall?"
"Uhuh"
"Actually, what happened was he wrote a meta analysis. The p value was point zero six and most derogating thing is... he didn't consult GSK for details, he just pick some datas from the website and just analyze them. He came out with the report and the whole world went bezerk!"
"Oooo"
"To laymen, this is a threat and they're missing the whole point. They're not getting the full picture. But when the medical pro read them... they think it's no biggies."
"I see"
"But you know... damage has been made. I sweat blood already just to do damage control over here."
"What about your PR"
"Too slow"
"I mean no press release... nothing? Notes to physicians... Dear Doctor letter?"
"Nope"
"I feel you man. Tough time."

Tough indeed. Is there a coincidence that somehow, a few month back when it was reported that Tamiflu, a vaccine for 'bird flu', a product from Roche was having adverse events to some Japanese children, Roche was 'slow' to react as well? Does European company tends to lay back and take the 'wait and see' approach?

This is a stark difference comparing to Pfizer (American company). Since I've work for both I can say that,"Yes. There are differences but what cause the differences?... Unknown."

It's just like when you said the cause of essential hypertension... unknown.

When it's unknown it's no telling whether it's a good or bad practices but having seen the height that Pfizer has scaled in Pharma Industry, I took the 'speedy' approach.

I jumped from the couch after I put down the phone, splash some H2O on my face, and off to my working table. I plug-in the cable, connect to the net, and broadcast this story to you. ASAP.

I believe this is the time when speed don't kill. It pays.

Just Following The Lead

If you noticed, Yahoo today brings up a very interesting issue. Issue that I thought I've reached the end of discussion. But why not...

It got to do with job hunt in 2007, good pay, and happiness. Like what my friend used to say,"Money alone can't make you happy. More money on the other hand, makes you happier!"

I can't agree more. And I'm going to present you with a guide: self made guide, a compilation of outstanding, relevant articles from the very experts in the fields, and easy to read and print PDF format. Topics covered include:

• Hate your job? - get some impressive gems from those who've been there, done that... page 3
• Going solo - this guy will tell you (he's serious) you can earn more than before... page 5
• Getting bigger raise - coming from a finance expert, there's tons of tips you can benefit from... page 9
• Stay or go - you might be asking this question ages ago. Peek inside for the answer... page 14
• Where's the action - get straight answer for this and you may well be printing money because action creates result and bigger income... page 17

And other chest-thumping topics that you don't wanna miss.

Read, churn, and benefit from this token of compilations. Be on your job success highway. Like they said,"Traffic is less in the 'extra mile'."

http://www.karungwang.com/job-issue.pdf

To your pharma or non-pharma job success.

Gotta Let You Know What's Coming

Well, we almost at the end of pharma job interview subjects.

"So what's next," you asked. I hear you and my answer,"The MOST exciting part!"

Next I'll be sharing the pharma selling skills from beginners to advance, including:

• nine steps progressive pharma selling skills that makes customer say "You're born to sell"
• steps to selling to different social styles that ensure you profit from every interaction (at least you end up having fans not foes)
• four advance pharma selling techniques that separates the PRO from amateur
• pharma sales successful negotiation skills that guarantee a YES most of the time

Then I'll be sharing the muscles of pharma sales job management (up to my current level), which cover subject such as:

• eight steps to effective coaching that ensure you'll leave a legacy
• fine points in applying the all famous One Minute Manager program that bridges you to efficiency and save you more than one minute
• never before reveal pharma sales presentation techniques that will boost your result through mass presentation

And chains of subjects that will be revealed to you in due time. This doesn't mean I'll strictly follow this outline for my posting. No Siree... I'll post whatever I feel relavant to the current pharma industries and I hope you will benefit from it just like I do.

So, keep on the look for the upcoming post. There's no telling what you'll see under the microscope. Just like looking into the sonagram monitor at your O&G suite during the first trimester of your wife pregnancy (if you're married and if you do look into it)... you'll never know who's it taking after when it comes out.

Until the next post then.

My Friend Ask Me Today...

Got a question from my friend today, a few hours before his interview!

Well, talk about rushing and he asked me,"Man, do you have any idea what Gallup Scale is? I've never heard of this before. You know... I was not a manager." And the reason he said that was because he applied for the Product Manager post. This is only the first part of his two parts questions. In this post, I share with you only my answer to the first part. My next post will adress the second part.

So, I said,"Why are sounding like you're in a hurry?"
"Of course I'm"
"Why"
"My interview is at 3 pm today"
"Still got plenty of time"
"Plenty? How am I supposed to come up with the Gallup thingy answer? I'm no manager you know"
"How do you expect me to answer you on the phone. Where are you now?"
"K.L (Kuala Lumpur)"

Great! I was in Kuantan and if I can took the flight to KL, it will take me 50 minutes flight-time and another 60 minutes travelling from KLIA (airport) to KL. If I drove, well if he waited for me, he'll miss his interview for sure.

"Can you help me or not?"
"I want to. But how?"
"Can you just tell me something useful about it?"
"I tell you what... go to the nearest CC (cyber cafe), log into your email. I'll send you the info now. Can you do that?"
"Sure!"
"So... why are you still on the phone? Get out of there!"

That's the magic of technology. So far yet so near. Ahh... what can be better?

I emailed him a compilation of Gallup Management newsletter that I received as a subscriber. I became one after I bought the book 'Discover Your Sales Strength'. I speculated that the questions my friend was about to be asked regarding Gallup Scale got something to do with the 7 Demands Of Leadership (do you know anything about this?).

The compilation was in a PDF format. I did not author any of the article hence I do not claim owership to the articles but the compilation is mine. And there are other things that might be a topic of interest to you in there as well. Since Gallup Management is a very credible organization, you can rest assured their recommendation, in fact all of them, are backed by solid research and findings.

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Other Things That Are Compiled In The
Document
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You will also get to discover these topics in the compilation:

• one very potent way to enrich individuals and companies
• what kind of small acts produces big productivity
• what's the best way to recognize employees
• what areas effective executive coaches focus on
• six steps to develop successful relationship (professionally)
• key distinctions that separate the effective leaders from the laggards

And so much more quality, relevant, and informative discussion. Once you see the daylight out of them, you will light the path of others with your immediate action. Now, not only you will be well informed, as a desirable side effect (like the erection caused by taking Viagra... erection is the side effect, do you know that?) you'll be regarded highly as action-oriented ladies or gentlemen (really lack in supply nowadays).

You make things happened. You not only talk about things, you turn them into reality.

**************************************
Disclaimer
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The articles within this compilation belongs to Gallup Organization. Even though I did the compiling, do check with the original sources for more info. I compile the articles for easy reference.

The compilation is not a quick-fix. It's not meant to be one and will never be prescribe as one. But it's a very useful diagnostic tool. It's meant to be used as a 'checklist'. In the end, your action will determine whether the findings, ideas, and concepts in here will make a difference. End results vary ;)

You can start your journey to discovery here:

http://www.karungwang.com/gallup.pdf

To your 'galloping' success.

Second Quarter End Is Just Around The Corner

I've got a news for you and I'll tell it in a flash.

Second fiscal quarter end for most of the pharma companies that operate on quarterly basis is just around the corner. And if you asked what this got to do with you, here's my answer...
Second quarter means it's half year already.
What has the company achieve half a year ago? Is it far from the target? Is it on track? If it is NOT, therein lies your opportunity.

How?
'Sell' to them that YOU can help them get back on track.

How are you supposed to do that?
Send in your resume.

How do I know which company to target?
Unless you're like me can afford to spend few hours a day watching Bloomberg, do check the trend, especially the East Asean trend through the links which you can easily reach with a click... at the right hand side of this blog.

So, get started with your research. Start the excellent resume plan, if you don't have an excellent resume yet (spesifically meant for pharma companies). And start reading this blog for tips and guidance. After all that, do yourself a favor and download this free ebook (not for sale... for your eyes only!).

http://www.karungwang.com/job-interview.pdf

Then start imagining you career path, monthly income, incentives and commissions, and perks all come in with better forms and figures.

To your success then.

It's Epidemic Once You've Acquire It

Just thought of sharing this interesting story with you.

Yesterday morning, while lazily laying down watching Bloomberg (I got to do this more often), my eyes were nailed onto the screen at the chicklet that reads:'Glaxo's Avandia May Increase Heart Risk' followed by the news of Glaxo's share down a few percents (how convenient). My mind wanders into the time when I used to cover Norvasc...

At one point of a time, there was a study published that show Norvasc increases heart attack. I didn't recall exactly the study name but Norvasc image's and reputation were severely tarnished. A lot of people at Pfizer were worried. But as time goes by, despite the impact of that particular study, newer and compelling evidences were also published and there was ALLHAT: Antihypertensive and Lipid Lowering Heart Attack Trial. Hugh trial. Government funded trial with other glaring trial qualification such as multicenter, head to head trial, 5 figures patients enrollment in each study group.

The objective was to see whether newer agents can do better in term of end results like death, acute MI, and the like, compared to more conventional drugs at that time beta blockers and diuretic were used as comparator (if all these term send your head spinning, do check what it means in my resources links, try WebMD or Wikipedia first) against Norvasc and an ACE Inhibitor.

And the result took everyone by surprise. So much so, they did a substudy on a few findings from the trial and the trial was injected into the hall of 'landmark' study... meaning, if authorities were to make guidelines, this study result is a 'must' consideration.

I see the same thing in Glaxo's Avandia case. I have an uncle who is currently on diabetic treatment and he's taking a combination of glucophage and metformin (Glucovance is the trade name). His physician was thinking of switching to Avandia and metformin combination but with yesterday's news, my guess is the idea will go straight into the dustbin. I guess as much to thousands of prescription worldwide hence producing the negative impact on Glaxo's stock performance yesterday (I heard Warren Buffet is beefing up his stake in Johnson and Johnson's and Sanofi-Adventis ;).

I called up my friend in Glaxo whose in charge for promoting Avandia. We went out for tea. At the table I asked him about the news. He said he wasn't aware of that (sigh!). I suggested to him to check with HQ and see what they got to say about this. I told him that he could get extra recognition for his speedy feedback... just say that one of his customers asked him about the news this morning. He nodded. And until today, I heard nothing from him still.

Let me bring your attention to this little event. Why do you think every pharma company is in a technological-upgrade frenzy? They are racing to get their hands on the latest and finest CRM softwares, Sales Force optimazation softwares, and Products updates, why? Two of the biggest Pharma companies I used to work with make speed as their slogan. Well, slogan is just that... slogan (notice the pronounciation 'slow-gun'). Pity...

Ron Hubbard who is reputed as the creator of Scientology wrote in one of his books, that survival depends on how 'fast' a species can adapat. He went on to elaborate this at length with a 'quickness' test to prove his point. I'm no fan of Ron but he got a point there.

I also recall, on the last day before I left Pfizer Malaysia office for good, there was a video playing from a laptop of one of the Sales Executive with Jeff Kindler, the current Pfizer Inc. CEO, making his speech. He said,"We aspire to have the agility of a small startup company and the stability of a big company." Agile. Fast. Speed. These are the essential quality in today's stiff healthcare market competition needed for success.

Have you ever doubt it?

I hope not. And why not make speed your personal credo. Breathe it. Live it. If everyone started to realize its importance, eventually the company will transform... from the synergy of this realization and action.

Well, back to cozy couch. As my hand were about to reach the remote, my handpone rang. I picked it up and it was my good ol' pharmacist friend. She got even more exciting story to share. After the usual small chat and changing pleasantries, she told me this story. Her friend just came back from New Zealand and brought back with her a ring (no! she didn't bring back that ring... you know the one that Smeagol had even though she went to Middle Earth). I thought to myself,"How do I fit in all these?". And my friend continued...

The ring, she said, have a soothing effect. Her friend gave the ring to another friend who has problem sleeping (insomnia). Guess what? For the first time the friend who wear the ring, had a good 3 hours of sleep. What? 3 hours only?! You must be kidding me to tell me such achievement.
"No, wait a second,"my friend said.
"Her friend is obese and you know how hard it is for an obese person to get quality sleep?"she added.
"But isn't it because of those extra sleep, one becomes obese?"I argued back.
"Not necessarily. Most of the obesity cases are due to wrong diet and sedentary lifestyle."
She got a point. I missed mine.
"So, you want me to try this ring, aren't ya?"
"Nope. I want you to wait. Wait and see the progress."
"Why?"
"Silly. If it works for this friend, how many other obese friends can also benefit from good, quality, night sleep?"
"Uh..huh..."
"So, we'll bring in some more rings."
"Uh...huh..."
"And we want you to market it!"my pharmasict friend went straight to spill the beans.
How obvious?
"Why me?"
"Silly dumb dumb. You've been there in the market before. You know what to do. I know how to 'tell' people... my student what to do. But you... you know what to do."

I finally see the daylight.

After I put down the phone, I laid there thinking,"This skill I have is like a virus. A flu virus. Once I got infected, others will get infected too. Lucky for me it's a 'good' kind of flu virus. Those darn years of carrying the detailing bag, organizing talks, organizing charity events were beginning to pay off now. Thank God."

I laid there imagining the product helps thousands of obese Malaysian people and I'm in the middle of it, bringing the solution to the fore. I like the look and feel of that image. And my eyes started to glue on the Bloomberg news once again... What if... I started to imagine 'some other' things...

Until the next post.

PS. This Einstein guy said,"Imagination is more powerful than knowledge."It's hard for my wife to believe this, seeing me laying on the couch 'imagining' things. Works for me though. Hope it works for you as well.

You Have A Special Gift

OK. I make this short.

I'm going to give you, a guide that I've been compiling for quite some time that contains precious, untold tips about interviews. And not only that, it also included tips that adress other important job issues... such as:

* tips to 'ace' job interviews
* one potent formula for answering tough interview questions
* steps to become office champion in the first 90 days or less
* hot tips on handling office bully (it include your boss)
* top athletes tips for peak performance
* get promoted faster by leveraging the right person

Bear in mind though, this ebook is not for sales. I'm giving it out with the intention to help you be more, act more, and have more in your career journey... a wonderful journey. By sharing this, I do hope life become more meaningful. So, please friends, it's not for sale.

Since this ebook born during my early days of meddling with online business, I appreciate your understanding with regards to it's look and feel. I do learn along the way to improve, and hope to share what I learn in due time.

For now, hope this offers you the leverage you're seeking all these while.

http://www.karungwang.com/job-interview.pdf

To your career success.





PS. Just make sure you have install Adobe Acrobat Reader on your computer. Go download one if you don't have it. This is important. Your career change or advancement ideas might lie in any pages or sentences in this ebook. Get them. Get what you deserve all the while. No one is stopping you but don't let anyone bet you to it either.

http://www.karungwang.com/job-interview.pdf

This Feeling Will Keep You Going

It will. It did... for me, today.

It all started when I opened one of my favorite forums just few minutes after 3 p.m yesterday. I saw a personal message (PM) for me. It's from someone who want to know my opinion about her interview. Not only that, it involved her future as well. I quickly opened the message and read it slower than my usual reading speed. I want to 'feel' the message.

It took me just over 2 minutes to finished the message. She apologized for making it long. In my reply, which took me 3 solid minutes to write, I told her don't be. In fact I applaud her for doing so because she makes it clear. And the long message is necessary.

She wrote that she's seriously thinking about changing career. Money is her main driver, and feeling bored just spice it up. Currently she's doing marketing job and servicing the customers at the same time. Her current company deals with beauty and health related product. She also wrote that she had no glaring paper qualification to show... only years of experience to back her up.

About the new offer she's looking into, she wrote that she had two offers: one from a bank selling financial products, and a beauty products supplier. She spills out all the differences between these two offers in her message and how she feels about them, she also list the pro and cons of both offers, but in the end, she wants my opinion (I skip the details... that's not the message here), still...

Well, in my reply I told how honored I was, and I also told her that her expectation did raise my blood pressure. I'm excited and pressured at the same time. And I oulined to her my humble opinion, my argument, and my recommendation. She said I have enough experience in this. Frankly, I told her that I'm still learning.

So, sharing with her what I've learned, and now with you my dear readers, I wrote to her that the most important factor to consider is the market factor... the all famous 'demand and supply' equation. Since she wants to make more money by selling, I asked her to evaluate the market first. Do not send in the resignation letter yet... just research first.

I argue with her along this line,"In sales, you make money when people buy things. To make lots of money, find things that many want to buy, and few are selling." And I would write the same thing for those of you who want to do pharma sales... find a market with product that many want to buy, and few are selling. I've made it with Cardio Vascular drugs, with antibiotics few years back, and with antidepressant also a few years ago.

The secret is to position yourself with the right company, in the right distribution channels, be it Government sectors, Private Hospitals, General Practitioners, and Pharmacists. You can't predict the future but a very successful footballer once said, when asked about his high scoring ability,"I don't wait for the ball to come to me. I anticipate and move to where the ball will be." You want to listen to this. The outcome might be outstanding for you.

So, do the math first. Don't simply jump. Think. Then rethink. Then only you act.

Next, I told her the importance of surrounding issues that have direct or slightly direct effect to her job... issues like the product itself, the pricing against competitors, the locality where she will operate (place) and the company's promotional muscle... how strong is it?. And there are also issues like working hours, work distance, office politics, and support.

Since she vaguely mentioned some of the issues above and some issues were not mentioned at all, I strongly recommend she goes back to the drawing board (figuratively speaking). Don't assume. Make and take calculated risk.

I say as much to you my dear readers if you're faced with the same issue. Make and take calculated risk. It's not bad to chase after money. Money is one way to keep track of how far you've come and how far you can go. "Lack of money is the root of all evil," said a rich dad. I fully understand. But just make sure when you want to take high calculated risk that involve money (and your future) make sure someone else shoulder the risk. In my case, I make sure my new employer shoulder my risk and that's the reason I keep changing them. It's my decision. Not them. Just don't let them know about it.

Now you know. So, what are you waiting for? Reread my previous post and start looking for your financier... err I mean you new employer... pharma or non pharma.

May you prosper from now on and beyond.

Few More Pointers Before We Move On

So, how's that pharma job interview going for you? I believe if you follow the tips and guide discussed here, you reap the benefits already. Big one I might add. And on top of that, you'll be ahead by lightyears compared to the next bloke sitting next to you in the interview. Unless he or she beats you in applying the tips and guide here...

Having said that, I'll be sharing with you few more pointers which will serve as your silver bullets... your secret weapon, if you may, and since you'll be bringing your best arsenal upfront during the interview, these will tilt your winning possibility hugely. You like that don't ya? Ready for some actions? Let's move...

# Secret Weapon (SeW) 1:
If you have any critics towards your current employer (if you're currently employed that is), do KEEP it to yourself. Why? If you have bad things to say, and say it behind your current employer minus their presence, what would that make you? In my words... 'backstabbers', and they probably seen a lot of them around. Be different. Keep it to yourself.

# SeW 2:
Only talks money and benefits once you got the offer in your hand, tightly clenched. Money may be your motivator but it may not be your employer motivator. Ask only if they allow you to do so. Ask in general terms but 'negotiation' terms... wait until the job offer is yours.

# SeW 3:
Wait. I know it's mundane, boring, and useless (seems to be) but wait. Don't chase them for the answer. If they don't get back to you in a month time the most, or two weeks at least, move on. Check out your next interview schedule and forget about the previous one. Always think,"It happened for a reason and it serves me." Close your eyes while saying this quitely to yourself. Take a deep breath. Next...

These three things look trivial to some. Imagine you're in a boat. If you keep poking small holes into it, what will happen to the boat finally? It's assured. You'll be swimming for your life... just because the small, 'trivial' holes. Mr. Murphy said it best (though I hardly knew him),"If anything can go wrong, it WILL!"

Take advice from Mr. Murphy. Everybody who succeed did.

Well Kept Secrets Behind The Questions Unveiled

Well, as promised, I'm going to share with you now the secrets the interviewers want to uncover by asking you all those planned behavioral questions or key background review questions. I won't bore you with the details though. Just one advice for you to stick by... make sure you include 'these words' when giving out your STAR (you should be familiar with all these jargons by now. Go back if you do not understand. Very important! Don't go pass a word you do not understand. Please...). I explained them under each key areas, beginning with...

* Working relationship *
Use these words in your STAR: collaboration, clarify the situation, develop strategic ideas, achieve goals, facilitate, negotiate, principles, mission, vision, measure, quality, communicate
* Focus on customers *
Use these: seek to understand, fulfil needs, educate, consultative, collaborate, build long-term relationship, gain feedback, adress concern, communicate

* General management *
These words should be used: priority, well prepared, fully equipped, list,schedule, time frame, dateline, leverage resources, focus, hierarchy, workflow, strategize, calculated risk, planned, measure, manage, communicate

* Job fit *
Include these words: involved, aspire, inspire, motivate, lead, follow, rules, value, mission, vision, compensation, total package, communication, recognition, self actualization, coaching, opportunities, communicate

How you use these words within your STAR?
Don't try to use every single words at once. Use 3 to 4 words sparingly. For example, you were asked the question about let say, time management. Suppose you have two important task, A and B, with the same dateline... how do you handle them? Lets turn that into a dialogue and imagine you're the interviewee...

Interviewer: "Supposed you have two important task with a same dateline... tell us... how would you handle them?"
You: "Well, I'll tell you a situation I've faced during my tenure at Comp A. We have two physician talks on two different products that I handle and both Product Managers want the invitation settled within a week. Both products were important to me. Both have high weightage for my incentive calculation... I mean, it's that important. So, since both products aimed for different target group, I work out a workflow and planned my priorities. I switch my daily calls between those two groups according to time and area and send out the invitation. Within a week, I manage to invite ninety five percents of all my targeted list and the customers turn up for both events were at record breaking level. Everybody was very happy."

That's just an example. I trust you can come up with a better one. Just pay attention to the bold and italic words... that's what I mean by using selected words in your STAR. You will be regarded as knowledgeable and not only that, they won't take you for granted. You've projected them your image as someone whose serious about your trade.

Well guys and girls... I think this chapter on interview... what you can do before, during, and after has come to it's end. Maybe I just add up a few pointers, just to make sure I cover enough ground to get you started. Otherwise, if you have any thought, feel free to type in. I look forward to that.

Until the next post... Go get your 100 K per year tiger!

Planned Behavioral Questions: Why Should You Care?

Yeah why? I got feedbacks from some readers saying that my writing reads like high-school dropout. Well, truth to be told, it reads as such because I WANT it that way! Why? Try reading other books about pharmaceutical selling or pharmaceutical industries... I won't even consider reading them unless I'm about to hit the sack. In my humble opinion, they work much faster than Diazepam. Now, lets get on with today's story...

Now you know about behavioral type of questions and why they used them. And today, I'm sharing with you another secrets that they hide from you... the questions are planned! What? You know it already? Sigh... Nevermind. But do you also know what areas they seriously and frequently look into? It's not always your degree you know. So, what is it or what are they...

As a general rule, you can bet your bottom dollar that they're trying to look for candidate who can fit into their vision and mission (boring!) but lets just leave it at that. Thus it makes sense for you to take a visit to the company's yearly booklets or whatnot, and pay attention to the mission and vision. I know this sound superficials but that job is more important... err I mean the income you can get from the job is more important, right? So, just play along.

Also, to ease your headache I'll list down 4 key areas... the important one, that always catch the interviewers' attention. Here they are...

1. Work relationship. This is important to determine how you will gel as a team, how you collaborate, lead, or being lead. If you have no working experience prior to the interview (meaning you're a fresh grads), they will dig as far as your secondary school experience to look at the behaviors... if you ever demonstrate them. Just remember to give your answer in the STAR format. Next...
2. Customer focus. No customers before? Fine. They will come up with a 'what if' scenario and see how you handle that. Again, bring in your STAR. And they will move to...
3. General management. As scary as it sounds, the questions will focus on your areas of work management, self management including stress and time management, and other type of issues which they deemed important. By the way, if you rate yourself generally in this issues, from scale of 1 to 10, 1 being 'total flop', and 10 'super excellent', where are you? If you can go beyond 5, consider yourself OK. If less? Start pumping iron my friend, lastly...
4. Job fit which simply means 'how satisfy will you be once you get the job'. Can you cope with the training, travelling, detailing (I'll tell you what detailing means in the future), etc? Check the resources I've listed for you in this blog and get the idea of what this job is about in actuality. OK. Done.

You know what, I'll let another secrets out (hopefully it IS a secret) for you in the next post. It's about what they want to uncover under those key areas that they asked you. It might surprise you.

Until the next post then...

Your Main Pharma Interview Answers' Ingredients

Well friend, it's just like a dish. Throw in enough ingredients, add some creative arrangement, and it will be a tasty one just by it's look. Agree? Samo-samo with your answer ingredients. What need to be in? Actually your answer only need to contain 3 things:

1. Your situation or task. You set the stage for your answer's story.
2. Your action taken. What did you do? How do you go about?
3. Your result. What was the outcome?

These 3 ingredients can actually be remembered by a simple acronym: STAR where ST - is your situation or task, A - is your action taken, and R - is the result or outcome you get. Clear? But I hear you asking,"Why go through all these fuss?" Allow me to explain...

Whatever you put down in your application form and in your resume (CV) are just printed words and it's only as good as your words. How do they justified them? They'll asked you lots of questions and those questions is 'behavioral' in nature. Pleazzz... layman?

Simple. You and me, we are creature of habits. And habits rarely change. It sticks like shadow under hot sunny day thus make it predictable. See? That's how you get 'behavioral' type of question which means plainly 'how would you react under given circumstances.' Now are we clear?

So when you're asked,"In your previous employment, why you agree to be posted in account department?". Your answer,"Actually, we had a situation in account and no one was able to handle it causing long delay. Rather than waiting for things to change, I decided to go down and look at the situation myself thinking 'we are a unit and should behave like a unit'. At last, I discovered an imbalance in one of the yearly statement figure, corrected it and the delay was reduced to zero in no time."

That's is how I put it plainly. The elements are all there... the STAR. Structure all your answers around that framework and you'll never go wrong.

Highlight your STAR, let it be on center stage.

See you on the next post...

What's A Key Background Review?

I be frank. It's boring stuff. Why? It's just to get you warm up. Usually the question they asked will be taken from the application form that they made you fill in before the actual interview (you did fill the form, didn't ya? Can't help you if they don't have any form).

The questions go like this (sample only):

• Can you tell us a bit about yourself? (Please, don't bore them with the whole bibliography... that means no "my dad like me to be a doctor but... " Keep the info recent and relevant)
• Can you tell us about your employment history? Why you do that? Why didn't you? What's your major responsibility? Other responsibility? Why the change?
• (The all time famous) If you are leaving your current company, why?

Boring stuff. Just to warm you up but don't take them lightly though. Why? You'll be judge by the way you answer... your mannerism to be axact and the way you 'present' or structure your answer. It's imperative that you have a built in structure for every questions and there's one sructure that works most of the time and widely accepted. What is it?

See you in the next post...

Finally You've Made It To The Door... Now

Interview day. The day. D-Day. The moment you've been waiting for. You've prepared for this. You're ready.

I'll just provide you with few more pointers that can assure you'll create superb impression that will last for a lifetime or as long as you serve the company. Here they are...

• Create a favorable impression upon entrance. And the most important person to impress is usually overlook. Who is it? The receptionist or usually labelled as 'The Gate Keeper.' Project your image of confidence, prepared, and above all, friendly. That will be an added advantage to you because you can also do some groundwork and behind the scene info digging. More info means better equipped you are. More confidence and assurance to you. You need all the info you can get because...
• They asked you during ice breaking session. Now rather than they do all the asking which means allowing them more control, in between, you can asked questions and show them a thing or two. I don't know about you but if I'm the interviewer, I'm impressed. I'll be telling myself,"See how fast he can blend. Not bad at all."

Not bad at all ey? OK. A typical interview will generally follow this pattern...

• Ice breaking session. You know what this is.
• Spelling out the interview purpose.
• Spell out the interview plan and the most important about this is to get enough info for them to make sound decision.

I also urge you to take note of something. Do they take notes? Taking notes is a symbol of seriousness. Don't take serious those who do not take you serious. There was a time when I was interviewed by a Country Manager of a multinational nutrition company for Field Operation Manager post. The interview took place at a hotel. 3 persons plus the Country Manager interview me and none of them taken any notes. After 15 minutes of questions and answers, I excused myself. I just told them that I'm no longer interested. Why? They never took me seriously. That's why.

But what if it's just a screening process? Screening means they want to evaluate whether you're worth to be called in for an interview. Still, taking notes is important because after this, they'll move to do your Key Background Review and the notes is imperative. With or without form, they know what to look for in you from the answer you've given them. Have they not jot down anything, you can say they just assuming things. For a 100 K a year job, such practise is unacceptable. Don't you think?

What will they look at during the Key Background Review? That's the topic of the next post.

Until then...

Your Foolproof Preparation

You've contacted them, you've waited, and you received a call,"Mr. Lucky You, are you available 3 days from today? You are? OK. Do come to our Prestigious Pharma Company office for interview 3 days from now. Thank you."

I can hear your chest thumping! You better cool down or else you'll get arrythmia (you better get use to the term you know). Help is on it's way.

After reviewing 5 books on successful interview, I sat thinking to myself,"I don't need all these people to tell me what to tell you. In fact, what do 'these experts' know about pharma industry? I've conducted countless interviews before and recruited many excellent boys and girls. I can tell you what's important. Afterall, these experts really sound dry and boring!"

So, pay close attention friend because I'm not going to be the expert. I just be your friend, and here's what I'll say to you (it's not dry nor boring)...

I'm going to share with you what the interviewer is most likely to do instead of what you need to do. When you know what he or she (nowadays the interviewers are mostly 'she') will do, you'll know what to do. Logic? Basically, these things will happen. They will...

• Review your application materials: resume (CV), application form, supporting documents, testimonials, and what not have you. Aha! I know you know what to do now, about that CV and stuff. So, get going because after that they...
• Conduct what usually called 'Key Background Review'. During this process, they go deeper into your job experiences (are they relevant?), employment history (why you keep changing job or why the change now?), or any other recommendation and I guess at this point you realize why they keep you in the backseat all these years. After that what they do is they...
• Prepare the questions. It's more than one question and it's almost resembles an interrogation, only friendlier. The questions target to look at your behavior in given conditions whereby the conditions are very relevant to your role and to the companies' environment, mission, etc. See... I know you know what to do now. Go figure them now.

Well, in the next guide, I'll share the finer points which they look at in your answer. In the meantime, keep your dreams of earning 100 K per year alive by going through the new cars and new house catalogues which just arrive in your mailbox. Just picture yourself owning them. Keep smiling. You look great!

Until the next post...

Lets Begin At The Very Beginning

What's the beginning? The interview. Entering pharma company door. Get both feet in. That is the beginning. But I won't bore you with the detail on how to look for a job in a pharma company. Just a few pointers to note:

• If pharma job you want, then look for the job at the place where it is most likely to be found - hospital compound, retail pharmacy, clinics or general practitioners. Get your hand on one or two brochures and get the companies contact info. Start a contact plan.
• If you want a shortcut, just ask the staffs, especially the receptionists, and get from them the companies' representative contact. Again, begin a contact plan.
• If everything else fail, go online. Yahoo it or Google it. You'll end up looking at one in due time.

Next installment, I'll touch on how to come fully loaded and prepared for pharma interview, the fine points to be paid close attention to during interview, and how to best handle interviewer questions.

Mastering the above will ensure you a key to unlock the job with income potential up to 100 K a year, fascinating incentive trips, and most importantly... minimal Boss supervision and flexible working hours. How's that? I know you like the feeling so stay tune...

The Contrarian Pharma Sales Syllabus

Finally I've decided... rather than making this a random rambling, why not structure all post to make a complete contrarian syllabus, contrarian style.

Why not indeed. I'll start from the very beginning in the future post.

Heads up. It's coming.

"A structure is not limiting. A glass is a structure, and we can use it to enjoy any beverages, hot or cold, local or foreign. It's liberating."

My syllabus will be liberating.

Until the next post...

Run Out Of Gas

Nope. This got nothing do do with any of your vehicle. I know being a rep myself, we do travel a lot, but no... this post got nothing do do with vehicle or gas.

Then what is it about?

Have you ever come to a time when before you begin the day's sales call, you go blank? You have no idea what 'else' to talk to your customer. You feel that you have tell it all. You've updated them consistently. You've done it all. So what's left?

Facing the customer with no clear detailing plan can spell disaster. Not only it create a picture of an incompetence Pharma Sales Rep, eventually it will give Pharma industry a bad name ("Why are they employing all these incompetent anyway"... that'swhat the customer will say) and that's unacceptable.

What can you do then?

You can use my proven way to manage this issue and you'll get to see immediate result that will bring you not only prosperity but a piece of mind (you can never have enough of this, trust me).
Let's get started...

Start organizing your car boot I'm not kidding. As a rep you'll know how messy your car boot can be. And you already forgot what you've have buried under the pile of clinical papers, gimmicks, your golf set, scuba diving gear, etc. I am damn sure that you'll find something of use after you clean up the mess... for you or your customer. Ahh heck! At least it leaves you with a tiny little car boot. Nothing to lose right?

Start calling Be it your colleagues, your counterpart, your friendly competitors, your girlfriends... whoever. Get the day start by getting some fresh dose of gossips and what's going on around their world (it's better than the newspaper anyway). Most importantly, get some inspiration from their frustation, anger, dissatisfaction, etc. Turn that into your detailing theme of the day and get on with it. Don't call your Boss though, unless you want to call it a day ;)

Go home Or go somewhere to get some inspiration (or just killing time before lunch time). It is useless to force your way through the day unless you are clear with your direction ahead. To tell you the truth, this is my favorite way to manage my 'blank' day.

That's all. Maybe you have some other ways but hey... give my way a tryout. No regret. I give you that.

Making A Comeback With A Difference

I sat with a friend of mine one day, at a Kopitiam (coffee shop), cathing up on old-times. He just took his VSS (he work with Pfizer before), under worldwide Pfizer Inc. exercise to cut close to 10,000 employee to keep the company afloat on the bourse board (NYSE), and one month already passed. He looks 'usual'. He talks 'usual', and personally I don't think he ever left the company. Why?

Because he still rant, complaint, and talk about 'those' days in Pfizer. He always make a reference to his 'golden' days with Pharmacia (which later on was bought over by Pfizer), and he really disappointed working with Pfizer. Now, even worse... he lands himself on a new job selling medical equipment but the 'total package' was nowhere near Pfizer. Being a loving husband, a dedicated father, I know he got 'KLCC-burden' to carry on his shoulder. It's tough and Pfizer Inc. CEO, Jeff Kindler admit it... "the hardest, yet the most crucial decision has to be made."

Yeah sure!

At the other table in the same Kopitiam, there was this Guy, who resign from MSD previously, sat comfortably in his T-shirt and short (at 10 a.m) with a Product Price List and a calculator in front of him. His handphone looks like an appendages of his ear and his on it... like a chain smoker. Call after call after call. Non stop. Roughly I can gather what he's doing but that is a matter of discussion some other time ;)

When he was sort of unoccupied, I greet him from afar. "Hey! What are you doing now Bud?"
"Oh, hey! Well, they call me back."
"Fuh! You must be printing money then... been called back."
"No la. Few hundreds difference only. Not like the one next to you... millionaire!"
I just smile to the remark.

If my friend ever wanted to rejoin Pfizer, he had to wait 2 years. 2 years! The MSD guy... he barely waited for 10 months before he was called back... reemployed. One lucky son-of-a gun! But is it really 'luck'? I have my doubt. I haven't asked about his portfolio but I believe he'll start printing money straight away just like he used to do. Some things do not change it seems.

My equipment friend? I do believe he'll get his 'break' somehow, someday, if he's open to possibility. Things do not always stay the way it is... not in Pharma Industry anyway, but just like the big Maui wave, you have to be on the surfboard and position yourself on the right spot to 'ride' it. And the wave is almost here.

Maybe after the next election ;)

Do You Make This Mistake?

I make this a quick one but let me ask you this,"How do you usually respond to a customer's information request?"

Do you make a mistake by 'assuming' your customer knows all? Worst... do you think all request for information should be treated the same? Let me illustrate...

I got a call from my colleague, my 'elder' brother considering his age, ranting about one of his customer, a Pharmacist, asking for information, spesifically about his product, 'generic' Atorvastatin (brand name Storvas) and other existing Statins (Lovastatin, Pravastatin, Cerivastatin, Fluvastatin, etc.) He cried,"No wonder other rep call her (the pharmacist) 'blur'. She can't even tell the difference between night and day. I don't see what's the freaking problem is about... the drug is already in the Government Formulary. Just use it lah (typical Malaysian add on)."

See?

Mistake #1: Assume the customers know all.
("It's already in the formulary...")

Mistake #2: Assume she want the same kind of info.

If we were able to go back in time and re-write the whole scenario, we want to do it this way...
See the issue from the customer's point of view and polish her with enough info that can eliminate her doubt or fear towards the product and start harping on the things that only Storvas alone can deliver... its' uniqueness... its' strength... its' advantage. The chances of closing in for the next sales process (asking for commitment) is higher this way.

Next, we want to solicit her feedback... What kind of info is she looking for? Is it cost per tab? Is it safety? Is it clinical implication? What? Then we can go and provide relevant and timely info. Will this close the deal for sure? I don't know but you can't close for sure if you did not do this. I did not fancy the term 'Consultative Selling' thus I would not consider this as a consultative approach. We're just trying to help and be of service. Period.

So, next time, do yourself, your sales, and your well-being a favor... stop assuming and start soliciting.

That's for now (it's been a while...)