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...

employers don't want to see on their resume?

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Employers don't want to see on their resume?

What's the most important thing employers don't want to see on their resume?

I'm on both sides of the coin, but I observe when someone applies to my (pharmaceutical sales) sales & Marketing for a pharma manager position. Here are some things I did:

1. Multiple Aspects – Worry about every statement count as if it were you, they were charged money to put there. Do you have a job in the 90's? Just add your company and date range.

2. More than 5 bullet points per job - your resume is a sales tool... tell me. If I lay out the benefits of a weight loss pill in paragraph form, would it sell? No, you sell it by giving a strong statement or two, such as "Lose belly fat in 3 weeks."

3. Job - Recruiters care about what you've accomplished, not what you've been assigned. Take your time and quantify each bullet point...for example, "I did X and got Y."

4. Goal – We all know that the goal is to get a job, have a great boss, and be successful in a team that respects you.

5. Personal Pronouns – When listing bullet points, do not use the third or first person to say “I ran the team” or “Bob ran the team”, just “run the team”. Please say yes.

6. Buzzwords – Avoid buzzwords such as result orientation, synergy, lateral thinking, and doers. Also, do not list Microsoft Office as a skill.

7. Company-Specific Terminology - Avoid terms and acronyms that are specific to people in your current company.

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