Communication techniques to maximize your medical sales commission check

Ever left a sales call thinking ⤵

“Something felt off…but I can’t explain why”?

It was probably body language.

Research has shown:

▪️ 7% of communication is the words we say.

▪️ 38% is tone of voice.

▪️ 55% is body language.

𝐈𝐟 𝐲𝐨𝐮’𝐫𝐞 𝐨𝐧𝐥𝐲 𝐥𝐢𝐬𝐭𝐞𝐧𝐢𝐧𝐠 𝐭𝐨 𝐰𝐨𝐫𝐝𝐬, 𝐲𝐨𝐮’𝐫𝐞 𝐦𝐢𝐬𝐬𝐢𝐧𝐠 𝐦𝐨𝐬𝐭 𝐨𝐟 𝐭𝐡𝐞 𝐦𝐞𝐬𝐬𝐚𝐠𝐞.

Doctor #1 – The Great Eye Escape

During a sales call, the physician kept rubbing the back of his neck and avoiding eye contact with me.

Textbook signs of 𝐝𝐢𝐬𝐜𝐨𝐦𝐟𝐨𝐫𝐭 𝐨𝐫 𝐝𝐨𝐮𝐛𝐭.

Instead of plowing through my message, I paused ⤵

“𝐼𝑡 𝑠𝑒𝑒𝑚𝑠 𝑙𝑖𝑘𝑒 𝑡ℎ𝑒𝑟𝑒 𝑚𝑖𝑔ℎ𝑡 𝑏𝑒 𝑠𝑜𝑚𝑒 ℎ𝑒𝑠𝑖𝑡𝑎𝑡𝑖𝑜𝑛—𝑚𝑖𝑛𝑑 𝑠ℎ𝑎𝑟𝑖𝑛𝑔 𝑤ℎ𝑎𝑡’𝑠 𝑜𝑛 𝑦𝑜𝑢𝑟 𝑚𝑖𝑛𝑑?”

That question shifted the entire dynamic and led to a real conversation.

Doctor #2 – The Covered Mouth Mystery

Halfway through a product demo, I noticed the doctor kept touching his face, even covering his mouth while speaking to me.

This is often a sign of 𝐮𝐧𝐜𝐞𝐫𝐭𝐚𝐢𝐧𝐭𝐲 𝐨𝐫 𝐡𝐞𝐬𝐢𝐭𝐚𝐭𝐢𝐨𝐧—maybe even unspoken disagreement.

Instead of pushing forward, I asked ⤵

“𝐼 𝑔𝑒𝑡 𝑡ℎ𝑒 𝑠𝑒𝑛𝑠𝑒 𝑠𝑜𝑚𝑒𝑡ℎ𝑖𝑛𝑔’𝑠 𝑜𝑛 𝑦𝑜𝑢𝑟 𝑚𝑖𝑛𝑑—𝑖𝑠 𝑡ℎ𝑒𝑟𝑒 𝑎 𝑐𝑜𝑛𝑐𝑒𝑟𝑛 𝑤𝑒 ℎ𝑎𝑣𝑒𝑛’𝑡 𝑎𝑑𝑑𝑟𝑒𝑠𝑠𝑒𝑑 𝑦𝑒𝑡?”

He opened up about a past bad experience with a similar product. By simply listening and acknowledging his body language, we got the demo back on track.

Want an edge during your sales calls?

➟ Pay attention to nonverbal cues.

Some cues to recognize ⤵

Fidgeting = bored

Mirroring = rapport

Head tilt = interested

Raised eyebrows = Interest

Crossed arms = resistance

Neck rub = stress, uncertainty

What’s one body language cue you’ve spotted that helped you during a sales call or medical sales interview?

I’d love to hear your stories—drop one below.

Happy Selling!

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▪️Hi 👋, I’m Jebb. I help individuals (with and without) sales experience enter medical device and pharmaceutical sales in 90 days.

╰┈➤ Click on my profile to gain your advantage.