Most openings are a pitch in disguise. "How are you, Doctor? I am here to talk about our product."
A large study of real sales calls found the opening mattered less than reps thought. What mattered was earning the right to ask questions.
Three openings that do that:
The patient opening. "Doctor, last time you mentioned patients who stop treatment after a month. How has that been?" It starts with his problem, not your product.
The follow-up opening. "You asked me about the renal dose. I brought the answer." It proves you listened.
The permission opening. "I have one question about your hypertensive patients. Do you have two minutes?" A clear ask, a clear time, and the doctor stays in control.
“The opening is not for selling. It is for earning the next question.”
Lesson 2 of 15 in Step 5: The visit, with the full guide and a checklist for this week.