Read all about it…how to be a great salesperson
September 25th, 2007 by the medical sales recruiter
I’ve said it before and I’ll say it again…to be a top salesperson in pharmaceutical sales, laboratory sales, pathology or clinical diagnostics sales, medical device sales, or biotech sales, you need to read great books on how to sell. My favorite sales book is SPIN Selling by Neil Rackham…I can’t say enough good things about this book. It’s an excellent distillation of how great sales people are successful. It does a good job of explaining how different size sales require different processes. There’s also a SPIN Selling Fieldbook available… I also like Harvey MacKay’s books on selling and networking. Zig Ziglar has been around for a while, but his advice is very current. I think any candidate for a sales position that has not sold should read all three of these authors to gain more of an understanding of what they are getting themselves into……
Hello,
I strongly concur that you must read books to be great in sales. Throughout my career I have read some 70+ books on sales and self improvement, including Harvey Mckay’s “Swim with the sharks and don’t be eaten.” I am breaking into the field of medical device sales. It would be of great help to me if you could recommend some other books or accesible information to educate myself in this field.
I am currently investigating different devices to sell. My interest lies in the field of cardio equipment, which I know is highly specialized. In deciding what to sell (cardio or otherwise) my criteria is a combination of the most high demand, high volume, saleable devices and ones which generate high profits. I have heard that devices such as pacemakers and cardiac event monitoring systems are popular and lucrative. Any comments, pearls of wisdom, contacts, or websites that would help me in these regards would be highly valued and greatly appreciated.
Sincerely,
Steven M. Milazzo
Buffalo, NY (716) 578-8844