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In this episode, we take some time to answer some guest questions around being an athlete and getting into medical device. In short, there is a strong desire for med device candidates to have a competitive nature and strength in sales. While many sports and the military train you to be competitive, it is not the only background that med device companies hire from. So keep your spirits high if that's not you. If you do have the background in sports, use your competitive edge as a way to sell yourself in the interviews!
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Call Saul and Submit your questions!
In this episode, our guest David JP Fisher will discuss 3 ways to shine on LinkedIn to help you make relationships to break into medical device sales. He also offers his free 19 ways to immediately supercharge your network below! Get ready, because in this show we'll be able to tap into his experience as a sales expert focused on helping sales people for over 15 years. Get ready to learn some awesome strategy tweaks and tactics!
3 ways to shine on LinkedIn
1. Know your goals and stay focused
2. Understand your Audience
3. Master your message
4. Professional photo, simple headline (e.g. I help____ with ____)
5. Reach out before you need help and build social capital
As we have discussed in previous episodes, David also highlights the importance of knowing and owning your personal brand.
When reaching out to people you don't know, he offers some expert tips:
1. Don't use a hammer
2. Lead with a soft approach
3. Always leave them an out
Show Notes / Resources:
Get Sales experience
Overcome the by drawing a parallel to what you currently do
Consider Sales Associate and Clinical Roles
These are the Aristotelian Appeals you must use during your interviews to break into medical device sales. This is just the tip of the iceberg on this subject. If you are intrigued, be sure to set some learning goals to go beyond our 30 minutes together. Remember, it is not knowledge that is power, it is knowledge in action that is what will help you break into this business. You don't fail unless you quit so keep up the great work!
Ethos - Credibility, Establish your expertise. How you bolster track record for the following:
Pathos - Emotions, Appeal to emotions through a story and painting a picture.
Logos - Logic, layout a logical sense of why you are the best candidate.
Make 1 goal on how you'll improve your persuasive skills knowing what you know now.
There are many tools and resources you can use to break into medical device sales without industry experience. However, one of the best comes to us from the ancient times. In Og Mandino's book, The Greatest Salesman in the World, he tells the tale of the greatest salesman of his time and how he came to be the success that he was. The answer: 10 ancient scrolls that reveal how to be the best salesman in the world.
For us, Smart Medical Sales Listeners, it boils down the principles, beliefs, and behaviors that it takes to get into this business. I always end my show with the phrase; "Persist until you succeed!" which comes from scroll number 3 and is one of the main habits you must cultivate to get into the business.
Sit back, get a nice coffee or tea going, because today will be a fun one that will truly make a difference in your career search!
Scroll I - I will form good habits and become their slave.
Scroll II - I will greet this day with love in my heart.
Scroll III - I will persist until I succeed.
Scroll IV - Failure will not overtake you if your determination to succeed is strong enough.
Scroll V - I am a unique creature, I am nature's greatest miracle.
Scroll VI - I will concentrate my energy on the challenge of the moment and my actions will help me forget all else. I will separate marketplace problems from home, I will separate home problems from the marketplace.
Scroll VII - I will live this day as if it is my last.
Scroll VIII - Today I will be master of my emotions. Weak is he who permits his thoughts to control his actions; strong is he who forces his actions to control his thoughts.
Scroll IX - I will laugh at the world; this too shall pass.
Scroll X - I will act now.
"Failure is a pathway to success."
"Look up, get up, don't ever give up."
Getting into medical device sales is tough. It is the process you go through and the character you build that will translate into the skill and ability you need to succeed once you get in. My guest, John Crowley, is on my show to speak with you about what to do to succeed in medical device sales once you get in.
Many of the things you must do to successfully break into the business are also the things you must do to succeed once you get in. In this episode, we'll cover:
and so much more...
Get in touch with John at https://www.justjohncrowley.com/
Perfect Close - James Muir
Never Split the Difference - Christopher Voss
Chapter 3 in my Free E-Book gives you a step by step plan to decide on what company would be the best fit for your first career in medical device sales. One of my clients recently decided he was going to pursue smaller start-up companies. Despite having narrowed it down, there were still many companies to choose from. Whether you have decided to go with a large or small medical device company, it is important to understand three very important elements of a company to make sure you make the right choice. The three factors I’m referring to are; Culture, Mission and People. By understanding these 3 elements of a company, you’ll be able to easily determine if the company is the right fit for you. Take a listen and find out more!
3 Key Indicators to Know if a Company is the Right
When applying for any job or taking on a new project, it is extremely important for you to be clear about your values and to know what you stand for. All too often, people follow trends and the opinions of their friends as a means to decide what is best for themselves. This will only lead them down a path of further questions and to guarantee happiness and satisfaction is a crap shoot if you do it this way. Rather than buying a cooky cutter idea of what your life should be like, it is key to understand what you stand for, what your strengths are and what your core values are. There are several tests that I have taken through the years that helped me further understand what I stand for in a way that is simple to understand.
Here are the steps to take for this podcast and Persist until you Succeed!
Today’s goal is simple: Understand what process and systems you have in place to get into medical device sales.
The key to getting this exercise right is doing the writing.
6 Figure Questions
Q 1: What processes, methods, and tools do you use to perform self-assessment? Do you do this continually or is it a “one and done” for you?
Q 2: What processes, methods, and tools do you use to put your brand together and promote it to decision makers?
Q 3. What process do you have in place to alert you of current career opportunities?
Q 4: What process do you have in place to develop relationships with recruiters and hiring managers?
Q 5: What processes, methods, and tools do you use to best position yourself to get into the business?
This two-week exercise will help you develop a habit of adaptability and empathy to help you reach your goals faster. In business, just as in your medical device career search and life, the definition of insanity is doing the same thing repetitively and expecting different results. If you like the results you have been getting up to this point, keep up the great work! If you are not happy with or would like to improve your results, then get ready to take a step that helped me get into the medical device business faster.
Action Item #1 – The People and My Why
Action Item #2 – The Bank Deposit
Action Item #3 Walk a mile in their shoes then Add Value