You show up with science. So why are you still getting shut out?
You’re credentialed. You’re prepared. You’re compliant.
However, you won’t be getting the second meeting.
You’re not getting the heads-up.
You’re not getting in the room.
And yet, the sales rep is.
This week: What sales reps do brilliantly and how MSLs can adapt it.
Because access isn’t magic, it’s learned.
1. They Follow Up Like Pros, Not Afterthoughts
Reps don’t “circle back.” They follow through. Fast. Always.
→ They deliver what they promised
→ They plan the next step before the first one ends
→ They treat follow-up as relationship-building
MSLs? Too many miss this. No follow-up = no momentum.
→ Want a fix? Ask us about our Flawless Follow-Up Lab.
2. They Read the Room and the Front Desk
Reps build trust with schedulers, nurses, and gatekeepers. They adjust when clinics are chaotic. They don’t push, they partner.
Sarah learned this from a rep named Craig, who knew every team member and never missed a moment to build rapport (or rebook).
The result? Smarter prep. Smoother access. Real trust.
3. They Rebook Before They Leave
Great reps never say “Let me know.” They say:
→ “After your guideline meeting?”
→ “Post-ASCO update?”
This isn’t aggressive. It’s strategic. Reps keep the relationship warm. MSLs who don’t plan next steps? They lose steam fast.
And That’s Just the Start...
There are 2 more high-impact skills sales reps use daily:
→ One makes their messages unforgettable
→ One makes them unforgettable
MSLs rarely get trained on either. But you can.
👉 Read the full blog post here.
TL;DR: What to Steal From Sales
If your second meetings are stalling, start here:
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Follow up fast and always have a next step
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Build trust with everyone, not just the HCP
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Rebook before you walk out the door
This isn’t about selling. It’s about strategy. And reps have been modeling it for years.
→ Reply “Access” and we’ll send you more tips from our KOL Access program.
In your corner always,
Patrina, Sarah, Tom & Ralph
P.S. If you want your follow-ups to turn into real insights for Medical Affairs - not dead ends - our Insights Pro training can help. Reply “Pro”.
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