How to Handle Doctor Objections in Real Visits

-
Image
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...

10 New Life-Changing Skills

-

 

10 New Life-Changing Skills

The book “The 10 New Life-Changing Skills” by Rajesh Srivastava .is a guide for professionals who want to adapt to the changing world of work and thrive in the 4th Industrial Revolution. The book introduces the readers to 10 skills that are essential for success in the 21st century, and provides practical tips and examples on how to develop and apply them. Here are some of the lessons from the book:

• Creativity is the ability to generate novel and useful ideas that can solve problems or create value. Creativity can be enhanced by following a process of preparation, incubation, illumination and verification .Creativity can also be stimulated by using techniques such as brainstorming, mind mapping, SCAMPER, and TRIZ.

• Innovation is the ability to implement creative ideas and turn them into products, services or processes that meet the needs of customers or society. Innovation can be fostered by following a process of ideation, prototyping, testing and scaling .Innovation can also be supported by using tools such as design thinking, lean startup, agile and scrum.

• Critical thinking is the ability to analyze information objectively and logically, and make reasoned judgments based on evidence and criteria. Critical thinking can be improved by following a process of clarification, analysis, evaluation and inference .Critical thinking can also be practiced by using methods such as Socratic questioning, argument mapping, six thinking hats, and lateral thinking.

• Framing the right question is the ability to define the problem or opportunity clearly and precisely, and ask relevant and meaningful questions that guide the search for solutions or insights. Framing the right question can be achieved by following a process of situation analysis, problem statement, question formulation and question refinement. .Framing the right question can also be aided by using frameworks such as SMART, SPIN, CROW and STAR.

• Smart problem-solving is the ability to find effective and efficient solutions to complex and challenging problems that have no obvious or easy answers. Smart problem-solving can be accomplished by following a process of problem definition, solution generation, solution evaluation and solution implementation .Smart problem-solving can also be facilitated by using techniques such as root cause analysis, Pareto analysis, SWOT analysis, and decision matrix.

• Lifelong learning is the ability to continuously acquire new knowledge and skills that are relevant and valuable for personal and professional growth. Lifelong learning can be promoted by following a process of goal setting, learning plan, learning action and learning reflection .Lifelong learning can also be enhanced by using resources such as online courses, podcasts, books, mentors and peers.

• Storytelling is the ability to communicate effectively and persuasively using narratives that engage the emotions and imagination of the audience. Storytelling can be mastered by following a process of story selection, story structure, story delivery and story feedback .Storytelling can also be improved by using elements such as characters, conflict, climax, resolution and moral.

• Influence without authority is the ability to persuade others to support or cooperate with your ideas or goals without having formal power or position over them. Influence without authority can be developed by following a process of relationship building, stakeholder analysis, influence strategy and influence execution .Influence without authority can also be increased by using principles such as reciprocity, scarcity, authority, consistency, liking and consensus.

These are some of the lessons from the book “The 10 New Life-Changing Skills” by Rajesh Srivastava. I hope you found them useful and interesting. 

Popular posts from this blog

Difference in job function of ABM & RBM

-
Image
                     Difference in job function of ABM & RBM  In the medicinal or FMCG industries, Area Business Managers (ABMs) and Regional Business Managers (RBMs) play pivotal yet distinct roles in driving growth. An ABM generally oversees a lower home, managing field sales teams, meeting targets, and ensuring product vacuity at the original level. They concentrate on politic execution, similar as enforcing marketing strategies, erecting customer connections, and resolving day- to- day functional challenges. On the other hand, an RBM operates on a broader scale, managing multiple ABMs across a region. Their responsibilities include strategic planning, assaying sales trends, and aligning indigenous performance with organizational goals. They act as a bridge between the company's advanced operation and field teams, ensuring flawless communication and harmonious execution of strategies.for depth details please read this ar...
Read more

50 Training Questions for MR → ABM Promotion

-
Image
  50 Training Questions for MR → ABM Promotion Personal & Motivation (1–10) Tell me about your career journey as a Medical Representative. Why do you want to become an Area Business Manager? What is the difference between MR role and ABM role? Why should we promote you instead of another MR? What motivates you to take leadership responsibility? How do you see your growth in the next 5 years? What are your strengths that will help you as an ABM? What weaknesses have you worked on to prepare for management? How do you balance work pressure and personal life? What is your biggest achievement as MR till now? Sales & Target Handling (11–20) How do you plan monthly targets for your territory? What steps do you take when you miss a target? How do you motivate yourself on low-performing days? What is your strategy to increase prescriptions of a product? How do you hand...
Read more

Medical Rep Interview Prep

-
Image
 Medical Rep Interview Prep Why do you want to join a Medical Representative (MR) job and not choose other sectors? "I want to join as a Medical Representative because I have interest in the healthcare and pharma field. In this job, I can use my communication skills to meet doctors, explain products, and build good relationships. This work gives me both knowledge and growth. Other sectors may not give me the chance to learn science and serve people’s health together. As an MR, I can make my career strong and also feel proud that my work helps in patient care."   Personal Interest & Motivation Why do you want to join a Medical Representative job and not other sectors? What interests you in the pharma/healthcare industry? Why should we hire you as a Medical Representative? How do you see your career growth in MR field? What motivates you to achieve targets in sales? Why do you want to work in our company? How do you h...
Read more