Selling Skills for Medical Representatives

Pharmacy Feedback is essential to set the pre call planning

Let us see a simple practical pharmacy feedback role play

Setting a SMART goal of the upcoming visit

It is the approach that the MR uses to grab the Dr's attention

Now, the MR will highlight the features and benefits of the product, that are suitable for treating the specific indication, emphasizing its competitive advantage over the specific competitor.

Why Should MRs Ask Questions During the Call?

MRs should ask questions for several reasons:

Number one To understand the doctor's needs and preferences.

Number two, To keep the call interactive, maintaining two-way communication and keeping the doctor engaged and interested.

Listening is the key to build trust and better understanding

When talking with the doctor, the Medical Rep may notice two types of responses:

Positive responses, also called buying signals.

or. Negative responses, known as objections.

The CLEAR technique in handling objections

Role pay to practice the CLEAR

To ask for a commitment, the medical representative can use the SMART closing technique, which involves three questions:

The first one is to Ask if the doctor will use the product for the detailed specific indication.

Then to Request a certain number of patients to use the product (the measure should be ambitious and realistic).

Finally, to Set a time to collect the doctor's feedback.

Competent medical representatives can analyze their calls, take notes, and implement their observations. They document these comments to help set future plans.