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...

Today's medical representative and the era of 1900

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Today's medical representative and the era of 1900?

I have been working in this pharma field for more than 2 decades and have seen how medical representatives are changing today! There was a time from 1990 to 2005, when the medical representative, if there is a vacancy, then the company where the interview is held in Mumbai, Delhi, Bangalore or Hyderabad, people used to go there for the interview on time!

It was a different era and the medical representatives of that time were more concerned about their job and career and easily missed the goal of their career. And now in the last 5 to 7 years the outlook of the Medical Representative has changed! Today, for the interview of Medical Representative, they call ABM or RBM and ask when you are coming to the head quarter, at the same time you will give the interview? Or today you call any candidate for interview in Mumbai, Bangalore or Delhi and see if he comes?

Today's 40% medical representatives will be found such that they do the job without any aim or goal that they have to do the job, that's why they do the job. Because even today I see that there is no seriousness in life or career, or there is no desire to learn. And the medical representative who wants to learn, he learns very quickly and also grows in his career. Why today there are countless pharma companies, insurance sector, IT sector and many other sectors in India where people get jobs easily.

This is the reason that those people are not able to work from the heart and in the end the company asks for sales, administrative work, format, coverage where they lag behind and their job is also lost! I have seen many such medical representatives in a career of 25 years who use expensive mobiles but they do not even know how to fill their own expenses in simple excel format! Because they do not want to learn, this is called mindset. People have smart phone but today's people are not smart and it is a bitter truth.

But it is not that all medical representatives are the same! But it is almost 40% and mostly the representative of today's young generation is like this. They want everything made at home, want more salary, want less work, want more leave, don't ask for target, don't ask for coverage, if there is less manager for joint working then it is very good and if there is more, it is not good. Friend, get out of all these things and focus on your career, this is the pharma company that many medical representatives roam around in cars because they work hard and earn incentives. and international Trips get Rewards.

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