Doctors can tell the difference between a confident rep and an arrogant one within a minute.
Most young reps worry about looking unsure, so they overcorrect. They talk louder, claim more and argue harder. The doctor reads it as arrogance and the call is over before it starts.
What I coach instead:
- Arrogance says "this is simply the best drug in the class."
- Confidence says "here is what the trial showed, Doctor."
- Arrogance talks over the question.
- Confidence answers the question he asked, then stops.
- Arrogance bluffs.
- Confidence says "I do not know yet. I will bring you the answer."
- Arrogance attacks the competitor.
- Confidence talks about its own data, including its limits.
And never argue with a doctor about his own patients. He sees them. You do not.
“Confidence is being sure of your data and honest about its limits.”
Lesson 7 of 13 in Step 8: Habits and integrity, with the full guide and a checklist for this week.