What if you could have doctors hanging on your every word? Try this strategy during your next call opener. Engage the doctor’s ego Captivate the physician Get off to a strong start play from iPad or smart phone
Will consistent use of a visual aid really boost your sales results? Discover the truth about vis aids Leverage new research Motivate physicians
Do you get the feeling the physician isn’t listening? Does the physician seem distracted? The strategies presented in this chapter will help keep the physician attentive, interested, and engaged.
Do you want physicians to remember more about your presentations? In one study, presenting in a verbal-only format resulted in 10% recall, and presenting in a visual-only format resulted in 20% recall. However, an amazing 65% of the message was recalled when a verbal message was supported with a visual aid (Zayas-Baya, 1977-1978). The bottom […]
Can you paint a picture of the ideal patient type? If physicians can imagine using your product to help their patients, they will use more of it. Learn to speak the physician’s language. Show physicians why your product is the best fit. Close for specific patient types. play from iPad or cell phone
What do you do with the doc who only wants to sign for samples? Tom Freese, author of Question-Based Selling, has an answer. How to make the doc stop in his tracks. What to do with docs who only want sign for samples. How to be perceived as “different” from your competitors.