Category: Reciprocity

Reps Drop the Hard Sell and Discover How to be more Effective

DoctorBy Bobette Gordon

More and more pharmaceutical sales representatives are using the principles of liking, reciprocity and authority rather than their just their traditional pitches to be more effective…and it's working. A recent Wall Street Journal article describes how this approach evolved. Building relationships is a crucial cornerstone.

For those of you who want to hear Dr. Robert Cialdini being interviewed on what other principles of influence can be used, click here.

Follow up questions:

1. What Principles of Influence do you see being used in this softer, more effective approach?

2. What can you do as an internal or external persuader to use these same Principles of Influence?

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