Objections from physicians are often seen as “hurdles” or a signal that inhibits a doctor to prescribe your brand. Your success as a professional will depend on your ability to anticipate and handle or overcome Physician objections. No matter how well rehearsed your detailing is, at the final stage of his decision, the doctor may […]
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How to overcome Physician Objections on a Sales Call?
When a health care provider presents a technical objection to a product, it’s tempting to try to prove them wrong. But proving people wrong doesn’t necessarily lead to a good outcome, which is for the provider to use the rep’s product. It’s better to redirect the conversation by acknowledging the objection and clarifying it. If […]