What do you do if you want to leverage your logical reasoning skills in medical sales?

2 Use the right framework

A logical framework is a tool that helps you to structure and organize your arguments in a clear and convincing way. There are many types of logical frameworks that you can use in medical sales, such as the problem-solution-benefit framework, the feature-advantage-benefit framework, the claim-evidence-impact framework, or the situation-complication-resolution framework. The key is to choose a framework that matches your audience's needs and expectations, and that allows you to highlight the value and relevance of your solution.

3 Avoid logical fallacies

Logical fallacies are errors or flaws in reasoning that can weaken your arguments and jeopardize your credibility. In medical sales, you should be aware of common logical fallacies such as hasty generalization, appeal to authority, false dilemma, slippery slope, and ad hominem. Hasty generalization involves making a conclusion based on biased or insufficient evidence. Appeal to authority refers to relying on the opinion or endorsement of an expert or celebrity without providing additional evidence. False dilemma presents only two options when there are more possibilities or nuances. Slippery slope assumes a minor event will lead to a large consequence without showing a causal connection. Lastly, ad hominem involves attacking the person or character of your opponent instead of addressing their arguments or evidence.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?