AJ is a pharmaceutical sales rep and travels a square state for a Fortune 500 company, marketing speciality drugs to doctors. For her, sales is an acquired skill, but came naturally for this outgoing former educator who believes in the benefit of the drugs for patients as much as she did in the potential of her students. She cares and it shows.

By AJ, an anonymous pharmaceutical rep

Ever heard that phrase “Pharma Barbie” before? I sure have. I work in pharmaceuticals and often hear that term refer to the cute, young little blonde ladies who go out every day and market drugs to doctors.

What’s funny is…I am not one at all. Fact..I am over 45, wear skirts longer than my mid thigh and don’t rely on being thought of as a ‘barbie’ every day I go to work. I can also walk in my heels and believe it’s ok to wear glasses to see.

Whether a sales rep is young or old, blonde or brunette, it takes a lot of preparation and hard work to be in this industry. If you think looks will be the ‘end all’ in selling, you are very wrong. Of course a great sense of confidence, nice presentation in how you carry yourself, and a warm and engaging smile will all help you get in front of that hard to access physician.

So…the ‘myth’ of Barbies..well…probably are a few out there but there are as many older, more mature sales reps too…Count me in! It really doesn’t matter if you are 22 or 45…or 55…whether the hair is natural blonde, given a ‘boost’ by a hairdresser, or great gray..it’s the sales skills that matter.

• Look great no matter how old you are
• Smile and extend a handshake when you meet a customer
• Take the time to come prepared with what you have to offer
• Learn the background information that is necessary to be valued the “first time” you arrive

You don’t get a second chance to make a first impression.

Next post by AJ: Training for the job with “Pharma Barbie and Ken”