David Richardson Rep Quotations

There is much a rep can do in a limited amount of time to win a doctor's attention and business. The best way to start is by tossing the memorized speech and keeping the doctor's individual needs in mind.

With physician face time so scarce, reps must fight the urge to deliver scripted pitches. While these may seem to save time, they take away from the creativity and individualization that makes a rep -- and product -- stand out in a doctor's mind. Face time is important, but face time fashioned to the doctor's needs and wants is what lands the sale for a rep.