What do you think are the best ways to get past the gatekeeper to the physician?

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As a pharmaceutical sales representative, you will be entering large hospitals and local clinics to make contact with physicians. More often than not, the people you will be dealing with most closely for access to physicians are the scheduling staff, front desk staff, and medical assistants. In posing this question, your interviewer is really looking to hear that you understand the importance of these relationships you will develop and foster throughout your time with their organization.

The number one thing to remember as a pharmaceutical sales rep is to always be kind and polite to everyone, especially the front desk staff of the clinic you are trying to sell to. You must develop and maintain a good relationship with these key staff members, so make sure to tell the interviewer about a time you had a hard time getting a customer or colleague to warm up to you and how you convinced them that you were a kind person just wanting to share more information. Make sure to highlight the importance of this staff and how you will always represent yourself and the organization with the highest degree of honor in this role.

"Having worked in a clinical setting for over four years, I fully understand that desk and scheduling staff play a vital role in the coordination of physicians' schedules. In this role, I want to be an integral part of their team and practice, and treating people with respect will always be important to me. Calling ahead to schedule and not pushing things when physicians aren't available are just small steps in ensuring that my future business with them is respected. Additionally, little things like small talk and friendly conversation also go a long way in ensuring that working relationships are solid."

Anonymous Answer

"The best way to get past the gatekeeper is to treat them with respect. Being sincerely kind and friendly can get you far. Besides, being kind and friendly just feels good for everyone. It is important to establish relationships with the front desk as well. Every person in a workplace is important and should be made to feel that way. I would treat others the way I would want to be treated."

Amanda's Feedback

Terrific! Another key characteristic in getting past the gatekeeper is perseverance. It often takes more than one visit to get the gatekeeper to like you or to consider allowing you to talk to the doctor. You can also talk about the importance of viewing the gatekeeper as a resource rather than an obstacle. Receptionists and assistants have access to valuable information such as where the doctor is direct competitors? Not only will asking questions help you form a positive relationship with the gatekeeper, but they can also provide information that better prepares you to talk with the physician.