We can start by a question any one works in sales can ask it. The question is: What makes professional sales person (medical rep)? Or we can ask; have you met a professional sales person or medical rep before? From your point of view what makes him so professional. We can collect many answers for these questions but we want to look to the whole picture. Any professional must have three important development approaches: Attitude, Sales Person Knowledge and Professional Selling Skills, what we call ASK or KSA. These approaches are also the heart for human development which are combined and interrelated to make your habits and behaviors. Now we are in this era of sales which called sales professionalism this differ from the old era which called high pressure sales. Let’s discuss each one of ASK model in details.
Attitude
Is the way you look at things in your life, positive or negative. Or learned predisposition towards and object. We don’t exaggerate when we say that attitude is everything. Sales person must have a positive attitude. Attitude is a pattern of life and the most important character all companies hire candidate for it.
There are also many characters for professional sales people but no one fixed model to measure on. But the most important characters of successful sales people are: Enthusiasm, Sincerity and Determination.
- Enthusiasm is infectious. Those people who are able to infect others with their enthusiasm will be successful. Sales person must be enthusiastic about his career, products and his company to transfer this to his customer.
- Sincerity allows sales person to be trusted advisor to their customers. Sales person knows what the best is for their customers.
- Determination allows sales people follow their customer and didn’t take their rejection as personal , they must have some resilience and Enthusiasm
There are many other characters like: energetic, intelligent, humorous, good listener , Smart appearance , Self-motivated , Patient , dynamic , All medical rep or sales person asking in all training sessions about how they can make a good impression with their customers as a way of sales professionalism and we reply with three words. To make a good impression to any one you must care about the way you Look, Act and Speak. This means you must care of your appearance and personal hygiene. Your action and promises to your customer and don’t overpromise him. Your voice tones when you speak to the customer your voice tone reflect your self-confidence and enthusiasm. Follow other topics like sales person product knowledge and Professional Selling Skills .
