This summer has meant many months cooped up at home with plenty of time to fill. Due to pandemic social distancing guidelines, it’s hard to figure out how to spend all the time you’d normally be in the city or traveling to new places.
one way you can spend your time more productively is by reading! There are many books that can help boost your career in medical sales.
You are reading: Medical device sales books
With the downtime you have as the pandemic continues, pick up some of these sales books to keep your skills sharp, no matter what stage of your medical sales career:
1. the psychology of selling: how to sell more, easier, and faster than you thought possible by brian tracy
I’m a big fan of brian tracy, so we’ll start the list with two of his best books. “The Psychology of Selling” gives you ideas, methods, strategies, and techniques to make more sales, faster, and easier than ever before. While not specific to medical sales, his techniques are tried and true.
2. the art of closing the sale: the key to making more money faster in the world of professional sales by brian tracy
the second brian tracy book that i love is “the art of closing the sale”. Focusing specifically on overcoming customer objections, this book meshes perfectly with “The Psychology of Selling.” This book can be applied to your medical sales career to consistently convert your leads into wins.
3. Case by Case: Sales Tactics for the Medical Device Newbie by Jeremy Neenan
Changing the subject to a book focused on medical sales careers, “Case by Case” speaks specifically to the realities of medical device sales. covers the importance of understanding your product and being able to use that knowledge to save lives. This book is a compilation of lessons learned from the author’s personal experiences selling medical devices.
4. indirect sale: situation problem implication need-payment by neil rackham
neil rackham has advised companies such as ibm using their churn method to increase sales volumes for major clients. This book is great if you’re hoping to go from small accounts to much larger accounts. has real-world examples and case studies with research and data to back it up.
5. selling is human: the surprising truth about moving others by daniel h. pink
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in his book “selling is human”, daniel h. pink takes many of the traditional sales tropes and updates them. She explains that ABC no longer means “always closing,” that extroverts aren’t necessarily the best sales reps, and that elevator pitches are a thing of the past. This book is applicable to all types of salespeople, so it can definitely help you in your medical sales career.
6. a millennium guide to breaking into medical device sales by david bagga
David Bagga wrote this book for medical device sales millennials, but it really can be applied to anyone looking to start a career in medical sales. Bagga is a medical sales recruiter, so his advice is a great way to learn how to land a job in the industry.
7. msdr – medical sales desk referral – increase your sales and commissions, then accelerate your career as a modern medical sales executive or pharmacist by vendesi group & ryan grey
The “msdr” is packed with advice specific to medical sales reps, including ways to increase your sales, excel at your company, and how to improve your relationships with your customers. It is intended for representatives in companies of all sizes. Check out this book for practical ideas for medical sales.
8. zig ziglar’s secrets to closing the sale by zig ziglar
“Secrets to Closing the Sale” focuses on ways to get your customer to say “yes!” includes over 100 successful closings for all types of persuasion, as well as over 700 questions to open your eyes to possibilities you may have missed. Plus, Zig Ziglar has compiled tips from hundreds of successful marketers.
9. the challenging sale: taking control of the customer conversation by matthew dixon and brent adamson
“the challenging sale” analyzes the results of a study of thousands of sales reps across multiple industries and geographies, which found that relationship building isn’t actually the key to sales. Check out this book for a new research-based theory on what makes a strong sales rep.
10. little red book of selling: 12.5 principles of sales greatness by jeffrey gitomer
At 220 pages, the “Little Red Book of Sales” gets right to the point: short, simple answers for reps to make sales. it’s that easy.
11. how to get a job selling medical devices by daniel riley
Another perspective on getting started in a medical sales career, Riley discusses the 10 things you need to know to enter the medical device field, as well as how to approach medical device companies and recruiters. this is great if you haven’t entered the industry yet.
12. the medical sales handbook by charles sharpensteen
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“The Medical Sales Handbook” not only covers tips for getting into a medical sales career, but also delves into what you need to do once you’re in. sharpensteen discusses how to manage your career, tips for long-term success, and more.
13. The Ultimate Sales Machine: Accelerate Your Business With A Relentless Focus On Chet Holmes’ 12 Key Strategies
In “The Ultimate Sales Machine,” Holmes helps you focus on the essential skill areas that make the biggest difference in your sales career. he walks you through the different areas he wants to improve and asks you to spend an hour a week on each one.
14. Throw Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
according to klaff, a great launch is a simple science. “Pitch Any” combines neuroeconomics with real-life examples of Klaff’s pitch method in action. focuses on how the brain makes decisions and responds to pitches, which will help sales reps take control of their own pitch process.
15. Mastering Medical Sales: The Essential Attitudes, Habits, and Activities. skills of high earning medical sales professionals by mace horoff
“Mastering Medical Sales” is a great read for both new and seasoned medical sales reps. focuses on unique ideas and sales techniques to win new business and keep it growing throughout your medical sales career. The goal of this book is to help medical sales representatives have lasting careers in this industry.
16. medical rep: 5 basic steps to a successful pharmaceutical sales call by tony fly
tony fly shares practical tips for a successful pharmaceutical sales career in this book. fly asks the reader, “how can you become a better medical representative? what are you doing today to improve your sales skills for tomorrow? Do you have a plan to approach your customers? Beyond a plan, do you have a strategy?”
17. Influence: The Psychology of Persuasion by Robert B. cialdini
Influence is at the heart of selling, and this book explains the psychology of why people say “yes” and how to ethically apply six universal principles of influence in business and everyday situations.
Do you want to boost your career in medical sales? If so, spend some time reading through these books, writing down exactly what tips you can get from them to become a better salesperson. After all, the best medical sales reps are those who keep learning, no matter where they are in their careers.
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