Doctors can tell within two questions whether you understand the science or only memorised it.
Many reps learn the key messages and stop there. It works until the doctor asks one question outside the script. Then the conversation is over, and so is the credibility.
The order I ask reps to study in:
1. The disease first. The condition, the guidelines, the patients. Doctors think in patients, not molecules.
2. The mechanism. Explain how it works in plain words. If you cannot explain it simply, you do not know it yet.
3. The key trials. Who was studied, what was measured, what was found. Know the limits as well as the results. This is the step that earns a doctor's respect.
4. The hard questions. Side effects, interactions, who should not use it. Anything beyond the approved label goes to medical affairs.
A simple test before every cycle: could you defend each claim if the doctor asked "how do you know?"
“Learn the disease, and the product will make sense.”
Lesson 1 of 11 in Step 3: Knowing the science, with the full guide and a checklist for this week.