"Sorry, but you don’t really sell. If you did, a doctor would buy a big box of meds from you, cut you a check and you would get a percentage. But that that doesn’t happen now does it?"
"In a way, pharma reps sell like second graders – which is a good thing. Pharma reps really do serve their customers by providing tools and great knowledge. But that’s where the Second Grade Selling ends, because there is no deal closing of any sort. No pharmaceutical rep on the planet has ever walked out of a doctor’s office with a check."
"So what is a pharmaceutical sales rep or someone who wants to be one to do? First, open your eyes to the reality of the job. You will be in a stable industry, but one that won’t teach you closing skills you can easily take into other arenas."