How to Handle Doctor Objections in Real Visits

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How to Handle Doctor Objections in Real Visits In the world of pharma sales marketing, every Medical Representative (MR) and Area Business Manager (ABM) knows that doctor calls are the most critical part of their daily routine. Yet, one of the biggest challenges faced during these visits is handling doctor objections. A question from a doctor can either build your credibility or expose your lack of preparation.  Drawing from the 26 years of experience of Mr. Rajan Kumar in pharma sales and marketing, this article explains how to handle doctor questions effectively and why product knowledge is the foundation of success.  Listen First, Reply Later The first golden rule is simple: listen carefully. Many representatives rush to answer without fully understanding the doctor’s concern. This impatience often leads to incomplete or incorrect replies. Mr. Rajan Kumar emphasizes that before speaking, you must pause , absorb the question, and ensure you understand it clearly. Doctor...

मेडिकल रिप्रेजेन्टेटिव ये गलती न करे....

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  मेडिकल रिप्रेजेन्टेटिव ये गलती न करे.... 

आज फार्मा मार्केटिंग का स्टाइल  बिलकुल बदल गया है ,और ये कोरोना विषाणु (Covid-19) के प्रभाव के समय कंपनी की रियल सच्चाई खुल कर सामने आ गयी है।  आपको शायद याद  होगा  जब कोई नई कंपनी लॉन्च होती है तो कितने प्यार से ,इमोशन से, इज़्ज़त से ,जो आपको चाहिए मार्केट  में कस्टमर  के लिए सभी कुछ कंपनी देती है।  और जैसे ही कंपनी  ४०- ५० करोड़ पर पहुंच जाती है फिर वहा  पर आपकी आवश्यकता तब तक ही रहती है जब तक आप उनके लिए फायदे मंद होते है, आपका प्रोडक्टिविटी उनसे मिलना चाहिए।  अगर प्रोडक्टिविटी कम है तो फिर आप पिछले ३-४ साल में क्या किया है सरप्लस  दिया है  वो कंपनी याद नहीं रखती ! कंपनी आज देखती है आपसे क्या फायदा  है । 

मुझे भी इस फार्मा मार्केट में २० साल का अनुभव  है , और मै फार्मा न्यूज़ अपडेट भी रखता हु ,मेरे भी कई मित्र मंडली है इस देश में जिससे काफी जानकारी मुझे मिलती रहती है 


क्या गलती न करे... 

१ उन -प्रोफेशनल  न रहे

२ इमोशनल न होए 

३ नकारात्मक न बोले 

४ मॅनेजर  और सह-कर्मी से अच्छे रिश्ते ( प्रोफेशनल )  रखे

५  समय का ख्याल रखे

६ काम में कोई लापरवाही नहीं (क्यों की काम का  ही पैसा हमें मिलता है )

क्या करे की आपका मैनेजर खुश रहे आपसे...

१ प्रोफेशनल रहे: रोज सुबह काम पर निकलने से पहले डॉक्टर कॉल प्लानिंग कर ले फिर , वर्किंग बैग में सैंपल/रिमाइंडर कार्ड/LBL भर ले, गाड़ी में पेट्रोल फुल रखे। 

२ रोज सुबह -दोपहर-शाम को खुद से फ़ोन करो मैनेजर को , इस से बॉस को आपके उप्पेर कॉन्फिडेंस आएगा और आपका ऐटिटूड भी बॉस को अच्छा लगेगा

३ जॉइंट फील्ड वर्किंग में कोशिश करो सोशल मीडिया से दूर रहने को

४ स्मार्ट फ़ोन का उपयोग करो : अगर कुछ समझ में न आये विसुअल ऐड का तो गूगल पर सर्च करो और अगर फिर भी समझ न आये तब अपने मैनेजर से पूछो।

५ साइकिल /रिव्यु मीटिंग में कोई ऐसा प्रश्न न पूछो जो कोई १-२ महीना पीछे डॉक्टर्स या केमिस्ट ने पूछा हो.

६ बॉस और  आपके कस्टमर ( डॉक्टर /केमिस्ट ) के सामने अपने महंगे मोबाइल फ़ोन कभी भी न दिखाए।

७ आपके मैनेजर का आप पार जितना ज्यादा कॉन्फिडेंस होगा उतना ज्यादा वो आपको सपोर्ट करेंगे 

८ अपने मैनेजर  से कभी भी आर्गुमेंट न करे 

९ आपका अप्रैसल फॉर्म  आपका मैनेजर ही कंपनी को रिकमेंड करता है इसलिए मैनेजर से व्यावहारिक संबंध बना कर रखे। 

१० कंपनी/मैनेजर का फ़ोन तुरंत उठाया करो ! अगर कॉल में हो तो तुरंत ५-१० मिनिट के बाद कॉल बैक करो... 

११  टारगेट १००% करो और इंसेंटिव कमाओ 


निचे ये मेरा यूटुब चैनल है ,जो आगे चल कर फार्मा का वीडियो उपलोड करूँगा 

↓               ↓              ↓

https://youtu.be/yDDnM7Jcs6I

                                                                                                                                                                   
Medical representatives should not make this mistake ...

Today, the style of pharma marketing has changed completely, and the real truth of the company has come to the fore during the effects of this Coronavirus (Covid-19). You will probably remember when a new company launches how lovingly, emotionally, respectfully the company gives you everything you need for the customer in the market. And as soon as the company reaches 40-50 crores then your need remains there as long as the benefits for them are dim, your productivity should meet them. If productivity is low then the company does not remember what surplus you have done in the last 3-4 years! The company sees what benefits you get today.



I also have 20 years of experience in this pharma market, and I also keep pharma news updates, I also have many friends in this country from whom I get a lot of information

Don't make a mistake ...

1 Don't be un-professional

2 Don't be emotional

3 Don't speak negatively

4 Maintain good professional relationships with managers and co-workers

5 Take care of  times

6 No negligence in work (we get money only for work)

What to do so that My Manager is Happy with us.


1 Be professional: Do doctor call planning every morning before leaving for work, then fill sample/reminder card / LBL in the working bag.

2 Call the manager by yourself every morning-afternoon-evening, this will give the boss confidence in you and the boss will like your attitude.

3  In joint fieldwork, try to stay away from social media

4 Use a smartphone: If you do not understand the visual aid then search on Google and if you still do not understand then ask your manager.

5 Do not ask a question in a cycle/review meeting that was asked by a doctor or chemist 1-2 months back.

6 Never show your expensive mobile phone in front of the boss and your customer (doctor/chemist).

7 The more confidence your manager has across you, the more they will support you

8 Never argue with your manager

9 Your Appraisal  form, Your manager recommends the company

10 Pick up the phone of the company/manager immediately / if you are in a  Dr call, call back immediately after 5-10 minutes ...

11 Do Target 100% and earn incentives  


My Youtube channel 

↓                 ↓                          ↓
https://youtu.be/yDDnM7Jcs6I

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