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...

20 Persuasion tips to make You More Money

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Steal these 20 Persuasion tips to make you more money in 3 Month!

1. Study human nature

Best books

•Flow

•Riveted

•Proverbs

•Influence

•Laws of Human nature

•The conquest of happiness

Expert tips:

•Play poker

•Study physiognomy

•Study micro-expressions

2. Life is sales

All sales are a transfer of emotions

You buy with emotion, justify with logic

Sales = Psychology + Overcoming fear

3. To make an instant friend, find a common enemy

Examples:

•News

•Sports

•Politics

Humans are tribal and love to feel part of something bigger

4. All sales are based around these 8 basic needs:

•Social approval

•To feel superior

•Survival, long life

•Good relationships

•Protection of family

•Lack of pain, fear, danger

•Comfortable living conditions

•Enjoyment of food and beverage

5. All sales are based around these 9 most common wants:

•Bargains

•Curiosity

•Efficiency

•Be informed

•Convenience

•Economy/profit

•Dependability/quality

•Expression of beauty and style

•Cleanliness of body and environment

6. Ask good questions to control the conversation

Read:

“Good leaders ask great questions”

7. Ben Franklin method

To get someone to like you, ask them for a small favour

8. Don’t say “you’re wrong”

This puts them in a position where they have to defend (ego)

Better to say: “I see what you’re saying”

Then ask questions

9. Have a warm smile

10. In conversation, say their name often

11. Storytelling

One of the easiest ways to persuade someone is through stories

For example:

The best way to teach children moral lessons is through myths, fables, and great stories

12. Actively listen

Listen to what people say, and how they say it

Mirror how they talk and they will feel comfortable around you

For further reading: “Never split the difference”

13. Use silence

Silence can be deafening

Most people fill silence with chatter

And chatter reveals what they want/need

14. Be polite, not too nice

The nice guy gets manipulated because he has no boundaries

15. Know yourself

Take personality tests to know yourself:

•Hexaco

•Dark triad

•16 personalities

16. Don’t rely on facts and logic

Appeal to emotions and mutual interest

17. Don’t be needy

The more you need something, the more you push people away

18. Use empathy

Understand where the other person is coming from

Empathy is powerful to connect and sympathize

19. Use humour

People warm up to someone who uses a little humour/wit

It shows confidence and intelligence

20. Study the cognitive biases

A few most important ones:

•Pain

•Reward

•Incentives

•Lollapalooza

Further reading: “Poor Charlie’s Almanack”

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