Clinical Communication Techniques For Drug Reps

Competencies for the Quintessential Pharmaceutical Sales Professional

Over the past three years as a columnist for Pharmaceutical Representative, I have written on many aspects of clinical selling aimed to help pharmaceutical sales reps establish meaningful dialog with their physician customers. In this column, I’d like to share a checklist critical for the quintessential clinical-sales professional. Clinical trials competency * Know what a [...]

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Find Out What Matters to Doctors in Clinical Context

What is the most important part of a clinical study to present to physicians? If you are a regular reader of this column, you know the answer: whatever part the doctor cares about most (“The most important part of a study“). To assess what is most important to your physicians, I recommend that you look [...]

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No more spin! Putting clinical science back into clinical selling

In a July 2005 Web poll conducted by Pharmaceutical Representative magazine, over 50% of sales representatives listed access to physicians and physicians’ time as their greatest sales challenges. In the magazine’s July-August 2004 Web poll, 85% of respondents said they were given two minutes or less, on average, to detail a physician. In a more [...]

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What Reps Can Learn from CME Professionals

Recently, my colleague Sue Pelletier wrote an article for the July/August 2006 issue of Medical Meetings called “Think Bold: To Change Physician Behavior, You Need to Change Your CME.” The article was based on a workshop held earlier this year for continuing medical education professionals.

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Handling clinical study objections

Handling physicians’ clinical study objections seems to be a popular sales training topic. When a physician raises an objection, an opportunity arises for a clinical dialogue. However, more often than not, physicians’ objections are seen as an obstacle — perhaps even an offense requiring a hard-hitting defense.

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