"See you next time, Doctor" is not the end of a good call. It is the end of a wasted one.
Research on thousands of sales calls found successful calls end in an advance: a specific action the customer agrees to. Calls that end with goodwill and no action simply continue, and nothing moves.
In a clinic, three small commitments work well.
- The trial: "Would you try it with your next two newly diagnosed patients?"
- The protocol: "Would you raise it at the next formulary committee?"
- The next appointment: "May I come back on Tuesday with the renal data you asked for?"
Each one is small. Each one is specific. Each one can be checked on the next visit.
Decide which one you want before you walk in, and ask for it before you walk out.
“A good call ends with the doctor agreeing to do something, not just to see you again.”
Lesson 7 of 19 in Step 6: Objections and influence, with the full guide and a checklist for this week.