Here's how you can apply logical reasoning to uncover customer needs in medical sales.

Understanding the importance of logical reasoning in medical sales is crucial for success. This methodical approach allows you to effectively identify and meet the unique needs of your customers. When you engage with healthcare professionals, they expect you to not only have a deep knowledge of your products but also to provide solutions that align with their patient care objectives. By applying logical reasoning, you can dissect complex medical scenarios, anticipate challenges, and propose products that truly resonate with the needs of your clients. This article will guide you through the process of using logical reasoning to reveal what your customers in the medical field genuinely require from your offerings.

1 Gather Data

Begin by collecting as much information as possible about your customer. This means understanding their patient demographics, common conditions treated, and current treatment protocols. Listen attentively during conversations to pick up on subtle hints that may indicate their needs or pain points. Remember, the more data you have, the better equipped you are to apply logical reasoning. This information forms the foundation upon which you will build your arguments and solutions.

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Jason Carroll

CEO & Managing Director | Tryp Therapeutics
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Is unfortunate that this step is often the one that is least practiced - we want to get our product benefits across to a customer and for them to use, recommend or prescribe it: but the amount of continuous development that can take place through data analysis and understanding of what is happening on your territory and every territory that touches it are immense. 1. Correlating actual sales off-take each month with how you delivered your messages. 2. Try to modify your delivery and messages between 2 SRA’s and take note of how your message was received and if there is any improvement in Rx at Pharmacy level - the perspective of the Pharmacist is often overlooked or under-represented. The Px can provide a wealth of information in real time

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2 Identify Patterns

Once you have sufficient data, look for patterns and trends that may suggest underlying needs. For example, if a healthcare provider frequently mentions a specific challenge they face, this could indicate a gap in their current medical solutions that your product could fill. By identifying these patterns, you can begin to form hypotheses about what your customer truly needs, even if they haven't explicitly stated it.

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3 Ask Questions

Asking the right questions is a critical step in applying logical reasoning. Your aim should be to encourage the customer to reveal more about their challenges and needs. Craft questions based on the information and patterns you've identified, steering the conversation towards areas where your product or service could be beneficial. This will help you gather more specific data to inform your reasoning process.

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4 Analyze Responses

After posing your questions, analyze the customer's responses carefully. Look for insights that validate or refute your initial hypotheses. This step is crucial in refining your understanding of the customer's needs. It's important to remain objective and not let biases influence your interpretation of the information. Logical reasoning relies on an unbiased analysis to reach sound conclusions.

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5 Propose Solutions

With a clear understanding of the customer's needs, you can now propose solutions that are logically sound and tailored to their situation. Your proposals should be based on the data you've gathered and the analysis you've performed. They should address the specific needs and challenges identified, demonstrating how your product or service provides the best solution. This approach shows that you have thoughtfully considered the customer's situation and have applied logical reasoning to meet their needs.

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6 Follow Up

Finally, follow up with your customers after proposing solutions. This step is important in gauging the effectiveness of your logical reasoning process. It also provides an opportunity to refine your understanding of the customer's needs and adjust your approach if necessary. Effective follow-up demonstrates your commitment to customer satisfaction and can lead to a stronger, more trusting relationship.

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Jason Carroll

CEO & Managing Director | Tryp Therapeutics
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A core area that is so often missed is follow up - which needs to be carefully considered before you even start your call. 1. How can I continue my last conversation with a memory-jogging statement? 2. How can I ensure that I can generate a reason to return (RTR) before my call has been completed? 3. Once you have the ok from the Physician to return, make a follow up appointment with reception before you leave! 4. Consider, what can I do between calls that will get me remembered? 5. Know what your competition is doing! 6. Visit the Pharmacy regularly and build a true relationship with your only reliable source of real-time data. 7. Never start your next call from scratch - after reintroducing yourself, you must say “Last time I was here…”

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Jason Carroll

CEO & Managing Director | Tryp Therapeutics
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After many years within the industry, I’ve come to realize factors of success. The field sales role is one of the most difficult positions to accomplish in any company. Remember, depending on your field of expertise, you have between 5 & 30 other people competing for Rx attention before and after you. You don’t need to be the best, but if you understand that your peers have the same data, skill and delivery as you, unless you change something, your share of “mind” will be unmoved. The benefit is they all face the same constraints, fears, pressures as you. You must be remembered and being seen does register in a relationship. You must be in the Top 20% of your peer group at least 80% of the time. That will get you Top 3 Rx mind-share.

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Here's how you can apply logical reasoning to uncover customer needs in medical sales.

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1 Gather Data

2 Identify Patterns

3 Ask Questions

4 Analyze Responses

5 Propose Solutions

6 Follow Up

7 Here’s what else to consider

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