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...

Pharma Manager Life.....

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 I had received my first employment offer letter from a pharma company at that time, in the summer of 2002. At age 24, I started working for a pharma company as a medical representative. Since I had previously heard many positive and negative reports about the sales industry during my college days, I was simultaneously filled with both delight and terror at that time. But as I continued to demonstrate my desire to learn and advance in my career, selling became increasingly simple for me.



I began monitoring my manager's work styles, as well as how they handled calls, messages, and emails, from the very first day. I used to observe my manager's daily routines as well. After years of effort, leadership has discovered that there 

I was given a promotion to Area Business Manager after they saw a lot of potential in me. My worry returned at that very moment as I wondered if I had the necessary people leadership and management abilities to help the business succeed. Or perhaps I should continue working as a medical representative. However, I eventually remembered what I had learned and rediscovered my trust to work as an area manager at the same pharmaceutical company.

I make a joint call with a handful of my coworkers while I'm on the road. This call comes in as several of my team members are having issues in the exam rooms. My entire team aggressively strives to allay the doctors' questions and worries during the joint call in order to gain their trust.


Additionally, I make lunch or dinner arrangements for my colleagues after the joint call concludes in order to maintain their enthusiasm and power requirements.


A number of them even sent me a WhatsApp thank-you note after our long days and nights of work, which made me feel amazing and inspired me to work even harder the following day for my colleagues.

Since every person is unique, I always attempt to understand what drives each of my team members. I always attempt to inspire and mentor everyone of my pharmaceutical sales representatives while we are working together so that our team can achieve bigger corporate earnings.

We frequently have back-to-back sessions with several Key Opinion Leaders (KOLs), which can end at 10:30 PM or 11:30 PM on some days. But the following day, I assign them light work since I always put my colleagues' health first.

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