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...

marketing strategy development

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marketing strategy development


Inclusive marketing strategy and action plan development forms the backbone that drives and aligns marketing, sales finance and operations in your business. From setting insights to strategy and action planning, the synergistic benefits become exponential when people with relevant expertise and knowledge join the team.

We facilitate a five-point planning process with you and your executive team to establish everything you need to effectively develop and implement your marketing strategic plan, including:

1.Insights are developed with a number of processes including segmenting and targeting, situational analysis, competitor review and brand SWOT, which also uncovers blind spots and research needs.

2 .To complement the strategic insights we use a strategy promotion to establish the current blue ocean space and gaps in your value proposition and capture your current and suggested brand positioning.

3 .For brand strategy development we use various feature modules required from the following; Brand building, brand architecture and core brand strategy development. Key messages and market value propositions can be defined at this point to ensure that the message is both resonant and relevant to the target markets.

4 .Your communication strategy and action plans are developed considering strategic objectives, budget and all viable options ranked. We draw up a media strategy and media plan that is agreed upon, signed and implemented. To consider the complexity consult our client engagement infographic.

5 .This is rolled into a detailed marketing plan with initiatives, costs, milestones, responsibilities, deliverables and timelines.

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