America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Sales Interview Tips: Cold Calling

At some point during your medical sales interview, your employer will probably ask about a task that most sales pros don’t really enjoy: cold calling. Cold calls still play a vital sales role in most industries, including pharma and medical, but no matter how far we advance as a society, cold calls will always feel a little awkward, tedious and unrewarding. So as they review your fitness for the job, most managers look for answers to a few simple questions: How do you feel about cold calls? What strategies do you use to get the most out of the process? What have you learned from your cold calling experience? Here are a few things to keep in mind as you answer. 

Discuss your tactics. 
Effective cold calling requires a tactical, discerning approach. Sales pros don’t usually get anywhere by spending the entire day calling one meaningless number after another and reading from a script. Explain how you avoid this pitfall by selecting only the most meaningful leads and dedicating your time to prospects that are most likely to hear your message. What do you do to separate the positive leads from the dead ends? What metrics or research do you apply and how has your approach helped you in the past?

If you don’t like it, explain why. 
You don’t have to pretend that you love the cold calling process; nobody does. But if you’ve spent some time thinking about what’s wrong with this task and how it might be improved upon, share your thoughts. Explain what you’ve done in the past to streamline your approach or build a connection with the customer before jumping into your pitch.

Talk about scripts. 
Some sales pros have discovered that scripts can help, but they also have limits. A well-written, well-researched, market-tested script can help you launch into a potentially meaningful dialogue. But most clients and customers don’t enjoy being read to, and their time is valuable. They’d rather not spend the afternoon on the phone with a sales pro who simply reads from a page of text. So what have you done in the past to turn your script into a fluid conversation? How have you learned to find a balance between speaking and listening? 

Explain how you continue to learn from your cold calling hits and misses. 
Make it clear that you continue to gain new information and new strategies from every cold call you conduct. Your failures and your successes both help you grow as a communicator and as a sales person. 

Work With a Top Medical Sales Recruiter
For more on how to deliver a positive message during your interview, turn to the medical sales recruiters at Buckman Enochs Coss and Associates.