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What a doctor expects from a medical representative?
I'm a MR in a pharma co., and I want to know how I should start the conversation with the doctor. Moreover how to detail a product and how to make the doctor prescribe my product. I want to know what the doctors needs from a MR and how much time I can take at his chamber. Tell me how to make my products get a big market share.
There is no single formula of approach for all doctors. It would help to classify them according to personality, in this way you'd know how to "treat" each one of them.
There are a lot of doctor personalities. A lot would appreciate frank friendship, and this would be the best as it allows you to go into relational selling.
Some like to preach to medreps - and you just have to listen to them as they just like having someone listen to them.
Some just choose through price bids - this is not a desirable relationship with the doc.
Some MRs dont notice this but there are docs that like to be "commanded".
The key is to determine their personalities and be versatile so you can adapt to each of them - and this requires a lot of study and practice if it doesn't come to you naturally.
Detailing and business - your going about it all wrong - its the last thing they want to hear from you. Its how you build your relationship with them.
ignaciobeltran
To sell him some products...
So he recommends them to his patients, and not the other medicine from other labs...
Be articulate and knowledgeable about his product, and the competence strenghts, and weaknesses.
Good luck!
Dave B
promises & big fat bonuses
alexianne
since you are a medical rep, you need to have the guts on how to deal w/ diff. types of personalities. most especially on how to deal w/ doctors. all you have to do is to know what the product is all about, such as the action & mechanism of the drug, indication as well as the effect of that drug. in that way the physician will know the background of the medication that you are selling. w/ regards to the time frame that you can take at his chamber, you could actually do that in 10-15 mins. just make sure that you are providing accurate data of the drug in that way you can maximize your time as well as the physicians time. and last tip, upon approaching the physicians office, put a big smile on your face... : )
arkay
Good compliments (depends upon the doctor) start from name board to abroad trip
wisener
samples of medicines, Calenders, key chains, writing pads, ball points and lots of other gifts
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