"I am busy" is not an objection. Most of the time it is simply the truth.
Reps are often taught to push past it. In my experience, pushing past it is how you lose the doctor for months. A clinic with a full waiting room is not the place to win an argument about five minutes.
Three honest responses I teach instead:
- The thirty-second offer. "One point for your hypertensive patients. Thirty seconds, or shall I come back?"
- The better time. "When is the quietest part of your week, Doctor? I will come then."
- The clean exit. "I will bring the answer to your renal question next visit."
Each one gives the doctor control. Each one leaves the door open. And the third one gives you a reason to walk back through it.
What never works: "It will only take five minutes," followed by fifteen.
“Respect his time today and he will give you time tomorrow.”
Lesson 1 of 19 in Step 6: Objections and influence, with the full guide and a checklist for this week.