| Is your goal to get into the Pharmaceutical industry? | | | | Prepare 2-3 examples for each area and practice |
| Well I hate to tell you but you are trying to enter into | | | | your answers with a friend in order to master selling |
| one of the most competitive job markets in the nation. I | | | | yourself to us. |
| have been in Pharmaceutical Sales for the past 17+ | | | | Your Sales Aid |
| years and have interviewed thousands of candidates | | | | The brag book is looked upon as a sales aid about |
| who have all been looking to land their dream job. With | | | | you and obviously you are interviewing for a |
| a little preparation, lots of practice, and uncovering the | | | | pharmaceutical sales job so if you can't sell me the |
| keys to success you will increase your odds of landing | | | | one thing you should know better than anyone, You, |
| one of these coveted jobs today. | | | | than how can I be assured you will be able to sell my |
| What do we look for | | | | products. I believe they are great if you use them |
| That is certainly the million dollar question that every | | | | correctly to help convince the interviewer how |
| candidate wants to know and the answer is pretty | | | | exceptional you are. Studies have shown that |
| simple. There are 3 things that I generally look for in | | | | approximately 80%+ of interviewers want to see the |
| every candidate and when I find these talents usually | | | | brag and how you use it. The problem is that most |
| the rep turns out to be extremely successful over | | | | have them but don't know how to use them to their |
| time. The first talent is Competiveness and the | | | | advantage throughout the interview. The key is to |
| candidate either has it or they don't and I can't just give | | | | make it professional looking, easy to read, and have |
| them the magical elixir to make them competitive. The | | | | your top 2-3 examples in the beginning of the book. |
| second talent I look for is what I call Business | | | | The Sell Me Something Scenario |
| Ownership skills as I am essentially turning over the | | | | Why would this scenario even be used in the interview, |
| keys to a million dollar plus franchise. I need someone | | | | well, you are trying to land a very coveted job that a |
| who is self driven, persistent, action based and will look | | | | sales job. This type of questioning is comes up a lot in |
| at everything they do around the goals of running a | | | | the interviewing process for a pharmaceutical sales |
| successful business. Lastly, the candidate must ooze | | | | rep job as the interviewer wants to see how you |
| integrity as the most important skill we need to see | | | | react to a little pressure, what type of social skills you |
| and I have to be able to go to bed at night knowing | | | | have, and if you can think on your feet. I have always |
| every one of my reps is doing the right things with their | | | | used and coached to a very simple selling process |
| customers. | | | | that will easily work in the interviewing process; Take a |
| Know your talents | | | | minute to prepare yourself, ask some questions around |
| We have roughly 45 minutes in an interview to try to | | | | what he likes about his current situation, sell the |
| know everything about who you are and that can be | | | | features/advantages/benefits of your product, and |
| a very tough thing to do so I would recommend finding | | | | then ask him to buy your product. Keep in mind the |
| ways to maximize those 45 minutes to your | | | | selling skills are very teachable but they are really |
| advantage. Keep in mind again I am trying to figure out | | | | trying to identify your talents or skills of who you are |
| what talents you possess, what social style you are, | | | | vs. if you can sell using their process. |
| what levels of emotional intelligence you operate within, | | | | Why Should I Choose You |
| along with any gaps you fall into for weaknesses. | | | | On our interview guide I am supposed to circle if |
| There are multiple places to bring a lot of this | | | | someone asks for the business to close the interview, |
| information into the interview so that we do not have | | | | however, I only get to circle it maybe 10% of the time. |
| to uncover so much but rather focus on who you are | | | | Can you believe that? Also keep in mind you are |
| and where you will fit within my team. First of all, I | | | | interviewing for a sales job and if you can't sell |
| would recommend using the Dream Interviewing® | | | | yourself how are you going to sell my products to our |
| workshop, which will help you build your interviewing | | | | customers. You want your dream job that much yet |
| skills to their highest level. As far as finding out your | | | | you don't simply ask for it and a lot of times that is the |
| talents get the book "Now Discover Your Strengths" | | | | difference between one candidate and the next. This |
| by Buckingham and you will get your top 5 talents in | | | | is your chance to raise your hand and tell them why |
| order. For your emotional intelligence scores get the | | | | you are the best candidate for this job-so ask. Keep in |
| book "The Emotional Intelligence Quick Book" by | | | | mind, the interviewer will rarely ever give you the job |
| Bradberry, which will give you scores on the 4 key | | | | on the spot as they need to discuss the interview, |
| measures of your emotional intelligence we are trying | | | | where you stand, and what the next step is for you. |
| to uncover. These are all great resources that will | | | | When you close them be on the look out for body |
| allow you to learn more about yourself and get you | | | | language, eye contact, or hesitation as all of these can |
| many steps closer to landing your dream job. | | | | tell you there is some issue that has not been resolved |
| Area's we Will Cover | | | | and this is your last chance to address with the |
| First of all, I want to know about your preparation | | | | interviewers before they move on to someone else. |
| around my industry, company, and this job so we are | | | | The other way you will feel this is in the interview |
| looking for motivational job fit. I will also be looking for | | | | when the interviewer keeps asking multiple similar |
| specific examples of leadership, teamwork, business | | | | questions around the same topic, which is a clear sign |
| acumen, problem solving, conflict resolution, influence of | | | | you need to give more examples or clarify something. |
| others, and your successes/weaknesses throughout | | | | Lastly, remember everything you do and say is a data |
| life. The key here is to have multiple specific examples | | | | point to the interviewer so do not do or say anything |
| for each of these categories. Too many people use | | | | you will later regret as you are walking out the door or |
| the same one example to try to cover all of these | | | | pulling out of the parking lot-trust me we are watching |
| areas or they don't have any examples and I am just | | | | and listening to everything. |
| supposed to trust that they are great in all these areas. | | | | |