Looking to improve your sales presence? Take a look at yourself from a Doctor's perspective! I have written these analogies as a self-reflection and wanted to share!
This document provides an agenda and overview for a pharmaceutical sales training. It covers key selling concepts and steps including defining the customer's needs, presenting product benefits, handling objections, discussing price, and closing the sale. The 7 basic selling steps are outlined as 1) pre-call planning, 2) opening, 3) questioning, 4) presentation, 5) handling objections, 6) closing, and 7) post-call analysis. Key frameworks like DAPA (define, accept, prove, accept) and techniques like the funnel method and sandwich method for discussing price are also summarized. The overall aim is to develop an effective sales approach to create success for pharmaceutical brands.
Be honest and stick to the facts when communicating with doctors about drugs. Provide clear, precise information using visuals to illustrate key points and support arguments with evidence from clinical trials. Do not hide disadvantages and maintain constant communication to build strong, trusting relationships with doctors over time through honest and transparent interactions.
This document outlines the daily plan and best practices for a territory manager (TM). It includes:
1. Checking details from the last area visit, addressing any pending issues, and planning for the day with the planner and doctor conversion targets.
2. Arriving early to field to visit key chemists, conduct retail counter promotion activities (RCPA), and identify new customers.
3. Proper pre-call planning including sample organization and keeping visual aids protected.
4. Best practices for doctor visits including proper etiquette, effective detailing, addressing objections, and closing with commitments.
The document discusses the key aspects of effective detailing in the pharmaceutical industry. It defines detailing as advertising a product to targeted customers to induce them to buy or prescribe it. The summary is:
Detailing is an important pharmaceutical marketing tool used to promote products to doctors. It involves thoroughly rehearsed personal selling to create interest in a product and influence prescribing habits. Effective detailing requires perfect communication through text, voice, visual aids, eye contact, and other factors to produce an audio-visual impact within the doctor's limited time.
Go through this presentation to know about:
1) What every Medical Representative needs to discover before making Doctor Calls?
2) What lays the foundation for healthy prescription growth?
How to make call in the Doctor chamberNadia Qayyum
This document provides tips for medical representatives to improve their professional personality and sales skills. It emphasizes the importance of proper grooming, dress, communication skills, and product knowledge. Specific advice includes dressing professionally, speaking clearly, using visual aids during presentations, emphasizing the brand, and closing calls by seeking prescriptions while maintaining a positive relationship with doctors. The overall message is that medical representatives need to represent themselves and their products professionally in order to succeed in sales.
This document provides an overview of the key steps in the pharmaceutical sales process:
1) Opening - The first step which involves rapport building and introducing the agenda for the visit. Common opening techniques include introducing yourself, stating the agenda, highlighting customer benefits, and asking for permission to proceed.
2) Exploring - Understanding customer needs through asking questions and active listening. The role is to determine priority needs that the product can satisfy.
3) Satisfying - Meeting customer needs by presenting relevant product features and benefits, checking for acceptance, and looking for buying signals.
4) Closing - Obtaining a commitment, using techniques like summarizing benefits, suggesting future plans, substantiating the plan, and seeking continuation
This document provides an agenda and overview for a pharmaceutical sales training. It covers key selling concepts and steps including defining the customer's needs, presenting product benefits, handling objections, discussing price, and closing the sale. The 7 basic selling steps are outlined as 1) pre-call planning, 2) opening, 3) questioning, 4) presentation, 5) handling objections, 6) closing, and 7) post-call analysis. Key frameworks like DAPA (define, accept, prove, accept) and techniques like the funnel method and sandwich method for discussing price are also summarized. The overall aim is to develop an effective sales approach to create success for pharmaceutical brands.
Be honest and stick to the facts when communicating with doctors about drugs. Provide clear, precise information using visuals to illustrate key points and support arguments with evidence from clinical trials. Do not hide disadvantages and maintain constant communication to build strong, trusting relationships with doctors over time through honest and transparent interactions.
This document outlines the daily plan and best practices for a territory manager (TM). It includes:
1. Checking details from the last area visit, addressing any pending issues, and planning for the day with the planner and doctor conversion targets.
2. Arriving early to field to visit key chemists, conduct retail counter promotion activities (RCPA), and identify new customers.
3. Proper pre-call planning including sample organization and keeping visual aids protected.
4. Best practices for doctor visits including proper etiquette, effective detailing, addressing objections, and closing with commitments.
The document discusses the key aspects of effective detailing in the pharmaceutical industry. It defines detailing as advertising a product to targeted customers to induce them to buy or prescribe it. The summary is:
Detailing is an important pharmaceutical marketing tool used to promote products to doctors. It involves thoroughly rehearsed personal selling to create interest in a product and influence prescribing habits. Effective detailing requires perfect communication through text, voice, visual aids, eye contact, and other factors to produce an audio-visual impact within the doctor's limited time.
Go through this presentation to know about:
1) What every Medical Representative needs to discover before making Doctor Calls?
2) What lays the foundation for healthy prescription growth?
How to make call in the Doctor chamberNadia Qayyum
This document provides tips for medical representatives to improve their professional personality and sales skills. It emphasizes the importance of proper grooming, dress, communication skills, and product knowledge. Specific advice includes dressing professionally, speaking clearly, using visual aids during presentations, emphasizing the brand, and closing calls by seeking prescriptions while maintaining a positive relationship with doctors. The overall message is that medical representatives need to represent themselves and their products professionally in order to succeed in sales.
This document provides an overview of the key steps in the pharmaceutical sales process:
1) Opening - The first step which involves rapport building and introducing the agenda for the visit. Common opening techniques include introducing yourself, stating the agenda, highlighting customer benefits, and asking for permission to proceed.
2) Exploring - Understanding customer needs through asking questions and active listening. The role is to determine priority needs that the product can satisfy.
3) Satisfying - Meeting customer needs by presenting relevant product features and benefits, checking for acceptance, and looking for buying signals.
4) Closing - Obtaining a commitment, using techniques like summarizing benefits, suggesting future plans, substantiating the plan, and seeking continuation
Advanced detailing skill for pharmaceutical sales and marketing professionalsMohammad Masum Chowdhury
This document provides guidance on effective pharmaceutical detailing skills. It discusses the importance of assertive communication styles and outlines best practices for pharmaceutical representatives when detailing to physicians. Key elements of effective detailing include properly handling visual aids, maintaining eye contact, using body language to engage the doctor, emphasizing important messages through voice modulation, and managing time effectively during the brief meeting. The goal is to influence physicians' prescribing habits by highlighting the benefits of a product in an informative yet persuasive manner.
Indian Pharmaceuticals Marketing & selling for Medical RepresentativesRavideepak Verma
A medical representative's main responsibilities are to educate doctors about new medical products and treatments, achieve sales targets, and develop relationships within their assigned territory. They are expected to make a minimum number of daily calls to doctors and chemists to provide information about new drugs, devices, and advancements. Medical representatives must have strong product and customer knowledge, give organized presentations, and effectively communicate with healthcare professionals to help them provide better patient care. Both the company and representatives expect commitment, timely results and communication from each other to be successful partners.
This document discusses providing outstanding patient service. It begins by defining good, poor, and outstanding patient service. Good service meets expectations, while outstanding service exceeds expectations and is memorable. The document then provides tips for offering outstanding patient service, such as treating each patient as an individual, identifying their needs, and looking for opportunities to exceed their expectations. It emphasizes building rapport with patients through active listening, making a personal connection, and following up after providing a service. The document also discusses dealing with patients' emotional needs through empathy and validation. Overall, it provides guidance for staff on understanding patients' perspectives and consistently delivering service that exceeds their expectations.
What Doctors Expect from Pharma RepresentativesSujoy Dasgupta
This document provides biographical and professional details about Dr. Sujoy Dasgupta, including his medical qualifications and experience, positions held, publications, conference presentations, and areas of expertise in reproductive medicine and obstetrics & gynecology. It lists his roles at several hospitals in Kolkata and involvement with medical societies. The document also describes lessons learned from interactions with marketing executives, including maintaining emotional control, taking a realistic approach, having courage to ask questions, developing forgiveness, and using a sense of humor.
Job of a Medical Representative is very challenging. They have to achieve their sales target by generating prescriptions in favor of their products.Here is the list of traits which are needed to become a successful Medical Representative is given below.
Here are the key steps to conducting a thorough verification of benefits:
1. Collect the patient's insurance card and photo ID at check-in. Make copies for the patient file.
2. Call the insurance company and verify eligibility, copays, deductibles, coinsurance amounts and any other cost shares. Note the effective dates of coverage.
3. Document all benefit details directly into the patient's electronic health record during the call.
4. Review benefit details with the patient at check-in and obtain an estimated patient responsibility amount upfront.
5. Educate the patient on their financial obligations using benefit terms they understand.
6. Address any discrepancies between insurance and patient understanding before services
This document defines detailing and provides guidelines for effective detailing. Detailing involves a pre-planned communication by pharmaceutical companies to educate physicians about products and influence prescriptions. It should include approved scientific information and benefits. Effective detailing has 9 commands including using the right text and voice, maintaining eye contact, and managing time. Elements include the representative, visual aids, and script. The example script provided details a product called GECLOX for various infections. Qualities of an effective detailing agent include personality, product knowledge, and being professional.
This document provides information about an upcoming workshop on Advanced Pharma Selling Techniques hosted by FutureLeaders. The one-day workshop will be held on October 26, 2018 in Dhaka and taught by Yousuf Efti and Quazi M. Ahmed. The workshop will provide pharmaceutical sales professionals with advanced selling techniques through lectures, exercises and discussions. Topics will include understanding customer behavior, influencing customers, presenting skills, achieving sales targets, negotiation, and overcoming objections. The goal is to help participants improve their sales performance.
Retail Chemist Prescription Audit / RCPA --- Pharma Pradeep Hk
This document provides guidance on conducting prescription audits or RCPAs for retail chemists. It emphasizes the importance of identifying customer preferences and prescription habits. RCPAs should be done when chemists are free and information recorded each time to build a customer profile. The representative should introduce themselves with a smile, ask about brand availability, non-moving products, and competitors. Details should be recorded each visit to develop rapport and discuss promoted products. The goal is to understand the chemist and customers to better market appropriate products.
Medical Representative Book-Basics of medical science for Pharmaceutical comp...Pharma4ty
Specially designed for the pharmaceutical companies employees for upgradtion of their knowledge as and when needed so that they interact with their customers with confidence.
The document discusses effective tools for pharmaceutical sales and marketing. It argues that building relationships with physicians through developing interpersonal skills is the most important factor for sales success. While samples, gifts, and discounts can help, relationships are ultimately more vital because people will not listen to salespeople they do not have a connection with. For new products, the most important tools are medical information and clinical meetings, followed by product samples. Mature products are better served through samples, gifts, and commercial discounts, while discounts alone may work for tail products. A combination of tools is generally most effective depending on the marketing objectives.
The document discusses three essential policies that should be put in place before seeing the first client. The three policies are: 1) Determine the time frame for appointments and communicate it to clients, 2) Create a policy for late or missed appointments, and 3) Choose when and how clients can contact the coach and communicate this to clients. It is important to have these policies in writing and have clients sign them to ensure clear expectations and avoid miscommunications.
Care Analytics has compiled the patient complaint list after our think tank addressed the idea of improving patient-centered care. What might be important for us to remember is that not everyone who wants something improved or who has had a bad experience takes the time to write, call, or respond to surveys. So this is a list of complaints that those well enough, motivated enough, and brave enough have shared. Imagine what else might remains! www.careanalytics.net
Amanda Bostick is a physical therapist at SSI Simpsonville. She believes important qualities for success in physical therapy include strong communication skills, motivation, and being assertive with non-compliant patients. Amanda got her current job through networking and putting herself out there. The typical hiring process involves an initial interview followed by a potential second interview and waiting 1-2 weeks for a decision. Amanda sees 10-12 patients per day for half hour sessions, documenting between patients. The most satisfying part is helping patients graduate from their program while the most challenging is patients she cannot help.
This document discusses the importance of customer service in school nutrition programs. It defines the customer as any child who eats at the school. Providing good customer service involves treating students with respect, offering healthy and tasty food options, and maintaining a clean dining space. Key aspects of customer service include using color, texture, and presentation to make the serving line appealing. Gathering feedback through surveys and discussions helps evaluate the program and identify areas for improvement. The overall goal is to create a positive customer experience so that students choose to eat school meals.
Some Common Activities Expected From A Certified Nursing Assistant While Workingovariancystsful
If you are interested in a medical career, there are many options available from nursing to being a doctor or specialist. With proper training, you can become a certified nursing assistant (CNA) by taking required classes, completing clinical training hours, and passing a certification exam. As a CNA, your responsibilities include helping patients with daily activities like bathing, providing mobility assistance, communicating patient needs and health changes to doctors, and ensuring patients feel comfortable. Understanding the job duties can help determine if you are suited for this role in providing care and support to patients.
This document provides guidance on how to effectively handle consumer complaints. It advises listening to understand the complainant's perspective, addressing both passive and constructive complainers respectfully, and maintaining a positive attitude to de-escalate tensions. The document also prompts examining one's organization's complaints process to ensure it is straightforward, accessible, and continuously refined based on feedback.
This document discusses the on-call and off-call processes for pharmaceutical sales representatives. It outlines the key steps in the on-call process including preparation, detailing products to doctors, distributing inputs, and analyzing each call. The off-call process involves ensuring product availability, reporting, sales closing management, and providing feedback. It emphasizes working as a team and notes that while other companies may be larger, the sales representatives can still be regional leaders through professionalism.
The document provides tips for salespeople to effectively close sales in 3 steps:
1) Agree - Find common ground with the customer
2) Clarify - Lock onto a key word and ask follow up questions to understand the customer's concerns
3) Legitimize - Ask the customer what they will do next if their concerns are addressed
It emphasizes listening to understand the customer, being positive, delivering on promises to build trust, and assuming the sale.
This document discusses providing outstanding patient service. It begins by defining good, poor, and outstanding patient service. Good service meets expectations, while outstanding service exceeds expectations and is memorable. The document then provides tips for offering outstanding patient service, such as treating each patient as an individual, identifying their needs, and looking for opportunities to exceed their expectations. It emphasizes building rapport with patients through active listening, making a personal connection, and following up after providing a service. The document also discusses dealing with patients' emotional needs through empathy and validation. Overall, it provides guidance for staff on understanding patients' perspectives and consistently delivering service that exceeds their expectations.
This document discusses providing outstanding patient service. It begins by defining good, poor, and outstanding service. Good service meets expectations, while outstanding service exceeds them. The document then provides tips for offering outstanding patient service, such as treating each patient as an individual, identifying their needs, building rapport, listening skills, problem solving, and managing expectations. It emphasizes the importance of going above and beyond for patients by looking for extra opportunities to help them. The overall message is that outstanding patient service can be provided by focusing on each unique patient, understanding their needs, and finding ways to exceed their expectations through small acts of care, attention, and problem solving.
Advanced detailing skill for pharmaceutical sales and marketing professionalsMohammad Masum Chowdhury
This document provides guidance on effective pharmaceutical detailing skills. It discusses the importance of assertive communication styles and outlines best practices for pharmaceutical representatives when detailing to physicians. Key elements of effective detailing include properly handling visual aids, maintaining eye contact, using body language to engage the doctor, emphasizing important messages through voice modulation, and managing time effectively during the brief meeting. The goal is to influence physicians' prescribing habits by highlighting the benefits of a product in an informative yet persuasive manner.
Indian Pharmaceuticals Marketing & selling for Medical RepresentativesRavideepak Verma
A medical representative's main responsibilities are to educate doctors about new medical products and treatments, achieve sales targets, and develop relationships within their assigned territory. They are expected to make a minimum number of daily calls to doctors and chemists to provide information about new drugs, devices, and advancements. Medical representatives must have strong product and customer knowledge, give organized presentations, and effectively communicate with healthcare professionals to help them provide better patient care. Both the company and representatives expect commitment, timely results and communication from each other to be successful partners.
This document discusses providing outstanding patient service. It begins by defining good, poor, and outstanding patient service. Good service meets expectations, while outstanding service exceeds expectations and is memorable. The document then provides tips for offering outstanding patient service, such as treating each patient as an individual, identifying their needs, and looking for opportunities to exceed their expectations. It emphasizes building rapport with patients through active listening, making a personal connection, and following up after providing a service. The document also discusses dealing with patients' emotional needs through empathy and validation. Overall, it provides guidance for staff on understanding patients' perspectives and consistently delivering service that exceeds their expectations.
What Doctors Expect from Pharma RepresentativesSujoy Dasgupta
This document provides biographical and professional details about Dr. Sujoy Dasgupta, including his medical qualifications and experience, positions held, publications, conference presentations, and areas of expertise in reproductive medicine and obstetrics & gynecology. It lists his roles at several hospitals in Kolkata and involvement with medical societies. The document also describes lessons learned from interactions with marketing executives, including maintaining emotional control, taking a realistic approach, having courage to ask questions, developing forgiveness, and using a sense of humor.
Job of a Medical Representative is very challenging. They have to achieve their sales target by generating prescriptions in favor of their products.Here is the list of traits which are needed to become a successful Medical Representative is given below.
Here are the key steps to conducting a thorough verification of benefits:
1. Collect the patient's insurance card and photo ID at check-in. Make copies for the patient file.
2. Call the insurance company and verify eligibility, copays, deductibles, coinsurance amounts and any other cost shares. Note the effective dates of coverage.
3. Document all benefit details directly into the patient's electronic health record during the call.
4. Review benefit details with the patient at check-in and obtain an estimated patient responsibility amount upfront.
5. Educate the patient on their financial obligations using benefit terms they understand.
6. Address any discrepancies between insurance and patient understanding before services
This document defines detailing and provides guidelines for effective detailing. Detailing involves a pre-planned communication by pharmaceutical companies to educate physicians about products and influence prescriptions. It should include approved scientific information and benefits. Effective detailing has 9 commands including using the right text and voice, maintaining eye contact, and managing time. Elements include the representative, visual aids, and script. The example script provided details a product called GECLOX for various infections. Qualities of an effective detailing agent include personality, product knowledge, and being professional.
This document provides information about an upcoming workshop on Advanced Pharma Selling Techniques hosted by FutureLeaders. The one-day workshop will be held on October 26, 2018 in Dhaka and taught by Yousuf Efti and Quazi M. Ahmed. The workshop will provide pharmaceutical sales professionals with advanced selling techniques through lectures, exercises and discussions. Topics will include understanding customer behavior, influencing customers, presenting skills, achieving sales targets, negotiation, and overcoming objections. The goal is to help participants improve their sales performance.
Retail Chemist Prescription Audit / RCPA --- Pharma Pradeep Hk
This document provides guidance on conducting prescription audits or RCPAs for retail chemists. It emphasizes the importance of identifying customer preferences and prescription habits. RCPAs should be done when chemists are free and information recorded each time to build a customer profile. The representative should introduce themselves with a smile, ask about brand availability, non-moving products, and competitors. Details should be recorded each visit to develop rapport and discuss promoted products. The goal is to understand the chemist and customers to better market appropriate products.
Medical Representative Book-Basics of medical science for Pharmaceutical comp...Pharma4ty
Specially designed for the pharmaceutical companies employees for upgradtion of their knowledge as and when needed so that they interact with their customers with confidence.
The document discusses effective tools for pharmaceutical sales and marketing. It argues that building relationships with physicians through developing interpersonal skills is the most important factor for sales success. While samples, gifts, and discounts can help, relationships are ultimately more vital because people will not listen to salespeople they do not have a connection with. For new products, the most important tools are medical information and clinical meetings, followed by product samples. Mature products are better served through samples, gifts, and commercial discounts, while discounts alone may work for tail products. A combination of tools is generally most effective depending on the marketing objectives.
The document discusses three essential policies that should be put in place before seeing the first client. The three policies are: 1) Determine the time frame for appointments and communicate it to clients, 2) Create a policy for late or missed appointments, and 3) Choose when and how clients can contact the coach and communicate this to clients. It is important to have these policies in writing and have clients sign them to ensure clear expectations and avoid miscommunications.
Care Analytics has compiled the patient complaint list after our think tank addressed the idea of improving patient-centered care. What might be important for us to remember is that not everyone who wants something improved or who has had a bad experience takes the time to write, call, or respond to surveys. So this is a list of complaints that those well enough, motivated enough, and brave enough have shared. Imagine what else might remains! www.careanalytics.net
Amanda Bostick is a physical therapist at SSI Simpsonville. She believes important qualities for success in physical therapy include strong communication skills, motivation, and being assertive with non-compliant patients. Amanda got her current job through networking and putting herself out there. The typical hiring process involves an initial interview followed by a potential second interview and waiting 1-2 weeks for a decision. Amanda sees 10-12 patients per day for half hour sessions, documenting between patients. The most satisfying part is helping patients graduate from their program while the most challenging is patients she cannot help.
This document discusses the importance of customer service in school nutrition programs. It defines the customer as any child who eats at the school. Providing good customer service involves treating students with respect, offering healthy and tasty food options, and maintaining a clean dining space. Key aspects of customer service include using color, texture, and presentation to make the serving line appealing. Gathering feedback through surveys and discussions helps evaluate the program and identify areas for improvement. The overall goal is to create a positive customer experience so that students choose to eat school meals.
Some Common Activities Expected From A Certified Nursing Assistant While Workingovariancystsful
If you are interested in a medical career, there are many options available from nursing to being a doctor or specialist. With proper training, you can become a certified nursing assistant (CNA) by taking required classes, completing clinical training hours, and passing a certification exam. As a CNA, your responsibilities include helping patients with daily activities like bathing, providing mobility assistance, communicating patient needs and health changes to doctors, and ensuring patients feel comfortable. Understanding the job duties can help determine if you are suited for this role in providing care and support to patients.
This document provides guidance on how to effectively handle consumer complaints. It advises listening to understand the complainant's perspective, addressing both passive and constructive complainers respectfully, and maintaining a positive attitude to de-escalate tensions. The document also prompts examining one's organization's complaints process to ensure it is straightforward, accessible, and continuously refined based on feedback.
This document discusses the on-call and off-call processes for pharmaceutical sales representatives. It outlines the key steps in the on-call process including preparation, detailing products to doctors, distributing inputs, and analyzing each call. The off-call process involves ensuring product availability, reporting, sales closing management, and providing feedback. It emphasizes working as a team and notes that while other companies may be larger, the sales representatives can still be regional leaders through professionalism.
The document provides tips for salespeople to effectively close sales in 3 steps:
1) Agree - Find common ground with the customer
2) Clarify - Lock onto a key word and ask follow up questions to understand the customer's concerns
3) Legitimize - Ask the customer what they will do next if their concerns are addressed
It emphasizes listening to understand the customer, being positive, delivering on promises to build trust, and assuming the sale.
This document discusses providing outstanding patient service. It begins by defining good, poor, and outstanding patient service. Good service meets expectations, while outstanding service exceeds expectations and is memorable. The document then provides tips for offering outstanding patient service, such as treating each patient as an individual, identifying their needs, and looking for opportunities to exceed their expectations. It emphasizes building rapport with patients through active listening, making a personal connection, and following up after providing a service. The document also discusses dealing with patients' emotional needs through empathy and validation. Overall, it provides guidance for staff on understanding patients' perspectives and consistently delivering service that exceeds their expectations.
This document discusses providing outstanding patient service. It begins by defining good, poor, and outstanding service. Good service meets expectations, while outstanding service exceeds them. The document then provides tips for offering outstanding patient service, such as treating each patient as an individual, identifying their needs, building rapport, listening skills, problem solving, and managing expectations. It emphasizes the importance of going above and beyond for patients by looking for extra opportunities to help them. The overall message is that outstanding patient service can be provided by focusing on each unique patient, understanding their needs, and finding ways to exceed their expectations through small acts of care, attention, and problem solving.
How To Clear Your Interview For A Nursing Job?caring 24/7
If you don’t know what you’re looking for, it can be difficult to find the right nursing jobs in Melbourne. It should go without saying that no two medical facilities are the same and will require different kinds of nurses based on their unique requirements.
Full Day Training Presentation for Dr. PatelHira Zahan
This document provides guidance to dental office staff on best practices for internal marketing and patient care. It discusses how to [1] greet patients warmly, make them feel valued to encourage referrals, and have all staff engaged in ongoing internal marketing. It also covers [2] effective communication techniques like using empathy, addressing concerns, summarizing conversations and using good listening skills, body language, and vocal tone. The goal is to have staff see themselves as ambassadors who can help promote the practice through every patient interaction.
This document provides guidance for sales representatives on conducting effective pharmacy visits and doctor visits. It outlines the key steps in pre-call planning, conducting the sales call, and following up after the call. Some of the most important parts of the sales process highlighted include developing rapport with decision-makers, understanding customer needs, presenting product benefits to address those needs, handling objections, and asking for the sale. Effective communication skills, from active listening to qualifying the size of the potential order, are also emphasized.
Physicians have extensive education and are .docxrandymartin91030
Physicians have extensive education and are likely to work in a position that entails the exercise of a
great deal of operating autonomy. Yet many characteristics that make for an effective high-skill
professional, such as independence, also tend to make that employee difficult to manage at times. While
it is certainly important to cultivate independence in those persons who are on their own much of the
time, at times even the lone operator must be counted on to be a team player.
Physicians also have a healthy ego to be able to operate as a visiting expert. The high-skill professional
is indeed one who may often be viewed as needing to be in control of the situation. The healthy ego, so
helpful to the professional while on assignment, can sometimes be troublesome to the manager. The
successful manager of the high-skill professional must adhere to a number of guidelines:
Consider what most strongly motivates the individual; it is often income or scientific data
Thoroughly orient each physician to the organization, its policies, and its goals
Encourage physicians to take part in determining the scope and direction of each change
Encourage physician self-governance and innovation
Develop a trusting relationship to assure confidence in physicians ability
Learn and educate yourself about their profession and/or specific clinical topics prior to
discussing them
Understand the differences in communication styles between administrators and physicians
Recognize the common goal is to provide the best care for patients
There is a patient at the end of every decision you make
An important aspect to consider is that administrators and physicians have different motivations.
Administrators tend to focus more on documentation and physicians care more about face-to-face time
with their patients. However, there are also differences in motivations based on the level of physicians.
Front line physicians care more about the instruments they use, their staff, and operations aspect of
patients. Conversely, the chair is more interested in balancing the demands and keeping everyone happy
by providing feedback and conducting surveys. Finally, the chief is focused more on keeping all
positions filled. They want to be able to manage their physicians and their residents in order to maintain
a good program. Due to the fact that documentation is not a priority for physicians, administrators must
continually remind them of the importance behind it and assist them by streamlining any processes that
would make this easier for them.
Educate them on the organization’s vision in order to align goals. It is crucial for physicians to
understand the culture that the facility promotes. This can be achieved by familiarizing them with the
facility, staff, and providing background information, such as previous breakthroughs.
SKILLS PRACTICE 3.10 – PARTNERING WITH PHYSICIANS
Close the l.
1. When interacting with clients, it is important to listen, make eye contact, be confident, say their name, and smile.
2. Patients should be greeted with eye contact, an introduction stating your name and title, and a handshake while also touching their arm.
3. Key guidelines for charting include writing legibly, using one line through errors, spelling correctly, being accurate, and never altering records after the fact.
An overview of client management considerations for agency staff servicing biopharma, especially applicable to health outcomes and brand support. Has been used in staff training.
Dennis Owuor Okello is a clinical medicine graduate with over 3 years of experience seeking a position as a project assistant. He has a diploma in clinical medicine and surgery and a bachelor's degree in health systems management and development. He emphasizes his problem-solving and innovative abilities from his experience in clinical care, research, and management. His references would describe him as accommodating, shrewd, honest, and resilient. He aims to work on clinical research projects addressing health challenges in Africa.
The document discusses the importance of customer service skills in healthcare. It notes that while health science textbooks do not extensively cover customer service, the lines between professional behavior and customer service are often blurred. Patients have choices for their healthcare provider and evaluate their entire experience, so poor customer service can lead them to change providers. Meeting patient expectations is important for satisfaction, and healthcare workers are responsible for this. The document emphasizes that the customer service needs are even greater in healthcare compared to other industries due to patients often being sick, frightened, or facing life-threatening illnesses. It provides tips for healthcare workers to focus on patient needs, speak courteously, and properly handle any complaints in order to improve the patient experience and avoid losing patients to other
Professionalism is an important concept for nurses that has evolved over time. It involves core values like competence, respect, ethics and accountability. Nurses must communicate effectively with patients, doctors and other staff. They also need to maintain professional relationships and prioritize patient needs over personal feelings. Overall, being a professional nurse requires strong work ethic, caring attitude, and advocating for patients.
The document discusses the importance of time management, business skills, and risk management for doctors to be successful. It notes that in addition to medical knowledge, doctors must have skills in these other areas. The presentation covers various topics to help doctors with time management, designing a patient-friendly clinic, marketing their practice, managing patients and staff, and avoiding legal issues. Overall, it emphasizes the need for doctors to develop a range of professional competencies beyond medicine alone.
Finding the Magic: Creating Produce Better Outcomes By Designing Intentional...Sharon Boller
Design thinking, with its focus on human-centered design, can help training, learning, and development professionals create learning journeys rather than "events." The goal of experience design is to positively influence mindset, which, in turn, affects behavior. Behavior is what determines outcomes. This session showcases four tools designers can use to create effective, intentional learning experiences that maximize magical moments and minimize or eliminate miserable ones.
The document provides guidance on consultative/dialog sales calls with key components including pre-call planning, selling, product positioning, and follow up. It emphasizes gaining information about the customer, identifying their needs and motivations, determining the best time and approach for selling, and using questions like "why" to understand the customer and construct effective sales calls focused on the customer's needs and priorities like efficacy, safety, cost and convenience.
Here are some examples of quantified accomplishments:
- Increased sales by 25% in the first year, generating an additional $250,000 in revenue
- Reduced costs by streamlining processes, saving the company over $50,000 annually
- Developed a new marketing campaign that increased website traffic by 35% and conversions by 20%
- Launched a new product line that now accounts for 15% of total sales
- Consistently exceeded sales targets, ranking in the top 10% of reps nationally
Comprehensive Guide to landing a Surgical Device Sales Job and tools for generating Millions of Dollars during your career. I’ve spent the last 10 years creating the very best sales tools available for making millions of dollars in medical device sales. I’m going to share with you simple tools that will get you in the game and keep you making millions of dollars year after year. This book is a culmination of tools that were created and compiled during my surgical sales career. My goal was to make these sections short and sweet. No stories, fluff
or BS, just specific actions and tools to help you sell more products and make more money.
Find the magic: Produce better outcomes by designing intentional learning exp...Sharon Boller
This presentation for Amazon's 2021 LXD Conference overviews how to apply design thinking principles to learning experience design. It identifies four design thinking tools practitioners can use and offers worked examples of each one.
Thank you for the detailed summary. I appreciate you taking the time to break down the key steps and techniques. It's very helpful for understanding the sales process.
Brian Tracy is a top sales trainer who has taught over 500,000 salespeople in over 500 companies. The document provides tips and strategies for becoming a top salesperson, including thinking like top salespeople think, believing in yourself and your product, preparing thoroughly for every sales call, accepting complete responsibility for results, committing to continuous learning, and building long-term relationships with customers by being a financial improvement specialist. The overall message is that mastering sales fundamentals and strategies used by top performers can help anyone achieve success in sales.
Comfort & Clean Air Solution Authorized Corporate Sale & Service Dealer.
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1. Is The Doctor in?
The ultimate analogy list between Doctors and salespeople!
Written By Greg Finch
Let’s face it…we hear again and again “It’s not like we are performing brain surgery”. This statement
is very true and thank goodness! By now most of us would be defending our malpractice suits! Now
work with me on this… I’m not saying that we are worthless as salespeople…its more a case of us not
taking full advantage of everything offered to us to improve and continuously excel in our profession!
Let’s break down the similarities/analogies between Doctors and salespeople. Keep in mind; each item
listed below is important and not listed in a particular order.
1) Appearance – When you visit a Doctor’s office you look around, why? You want to have total
confidence in the professional taking care of you. If you see organization, cleanliness and
professionalism in the office space, you hold a respect and confidence in this Doctor. Reverse
this and picture how a prospective client is viewing you! Remember you are a Doctor of sales
and you are making house calls! How will the client (patient) view you? Does your portable
office have the same qualities as the doctor’s office? How is your personal appearance
(suit/clothes, shoes, briefcase, jewelry you get the picture)?
2) Preparedness – Ever wonder why a doctor’s business is called a practice? Think about this…a
doctor spends hundreds of hours a year reading about his or her specialty, taking seminars and
constantly (daily) re-confirming that he or she is using the most up to date information in order
to better serve their patients. Bottom line, a doctor is constantly practicing and preparing to be
the best! Evaluate yourself on a daily basis. Are you prepared for the day before it begins?
3) Research - This tends to be the biggest area most of us need improvement on. We have all
heard the expression “know your client”. Doing research prior to any meetings or
discussions…this goes hand in hand with preparedness. Let’s look at the doctor again. When
you go to the doctor’s office you must fill out several pages of information not only about
yourself but your whole family, why? The doctor needs to know as much about your history as
possible to avoid any mishaps. Equate this to sales, do a complete ascertainment on your client
prior to a meeting…this research will help guide you through any potential obstacles.
4) Asking Questions – When you first see a doctor he does not operate on you and then ask
what’s wrong. When you first see the doctor you are asked several questions. He wants to know
what your symptoms are, when they started, how severe the pain is. This is a complete
“ascertainment” of the patient with the intent of gathering vital information so he will be better
able to remedy any ailments. We as salespeople need to do a much better job “listening” versus
“talking”. It almost seems inherent that we as salespeople love to talk. Whether it is about our
company, our service or us. Don’t get me wrong these points are important. It’s the information
we never ask for where we fail. So many times we spend a great deal of the meeting time
telling the client why they need our product or service. Rarely does the question come up to
determine what the client is looking to accomplish and exactly what their needs are. More often
than not the meeting you attended has become a waste of time for all parties involved. You are
much better served to spend 10 minutes of quality time “gathering” critical information on your
client than 30 minutes of idle chit chat which leads to another meeting to again go over what
YOU feel is the perfect opportunity for the client. Bottom line: spend as much time as possible
asking questions. This truly gives you an advantage in combating potential objections that you
more than likely never would have known existed!
2. 5) Confidence (perception is reality) – “Perception is Reality” is another term used frequently
in sales. What exactly does this mean and why is it used so often? The perception (observation
someone has of you) is reality (actuality of what they think of you). No matter how much
knowledge and experience a doctor may possess if he “appears” ill prepared or unsure of what
they are saying, your perception will be one of doubt. Once you have lost this trust or
confidence in the Doctor you will be asking for a second opinion and looking for another! A
sale is no different, no matter how prepared or ill prepared you are, strong confidence will show
high on the perception meter! If the client hears you shuffling through papers, stammering or
having continuous pauses the perception will be one of incapability thus giving complete
distrust in anything you say. Perception and reality really are one in the same. Instill confidence
to whom ever you are talking to, be prepared organized and buttoned up!
6) Goals!!! – Every Doctor sets a goal for himself in everything he does. The Doctor makes sure
that everyone knows what the goals are. This would include the patient, the Doctors’ medical
staff and colleagues if involved. Equate this to sales…you need to make sure that EVERYONE
knows what our share (goal) expectations are. First and foremost, you must know what share
you are striving for (if you do not have a share goal in mind how can you expect anyone else
to). Second should be your company managers and station management. Third and certainly
not least important, the buyer needs to know what you expect. Having preset goals committed
insures or at least limits the numbers of surprises one will receive. A goal can be very simple or
extremely complex. The extent of a goal does not matter. Setting and obtaining goals is what
matters!
7) Communication – The Doctor must continuously communicate with all parties involved. As a
patient you expect complete communication. You as the patient certainly will not be involved
with the same manner as the Doctor hence making you less knowledgeable to all the details
regarding your road to recovery. When you don’t hear from the Doctor in what you judge to be
a timely manner you feel let down and worse yet you believe it be a sign of bad news!
Certainly the Doctor has not called you back because there is something wrong! Now equate
this to your internal managers and station management. If you operate in a vacuum without any
form of communication via verbal or written (ACR’s, forecast reports, pipelines, projections
and call sheets) the assumption will be that nothing is being done or again the worst possible
scenario is happening. You are the eyes and ears for all other parties involved…keep them in
the loop regarding progress or potential failures BUT KEEP THEM INVOLVED!
8) Accountability (Pride In Ownership)- A Doctor for the most part is his own boss. It is his
reputation on the line every single day of his life. The Doctor is proud of his profession that he
chose and he will do everything in his power to make sure he holds himself and his colleagues
in a positive light. The Doctor is accountable for the lives and well being of his patients…he
will not sacrifice the responsibility he holds to his patients. YOU are the face of your company
and ultimately responsible for anything that happens with your accounts…hold your head up
high and be proud of the company you work for!
In summary…Hold yourself to a higher standard. By doing so you will see positive results in
everything you do!