The doctor often decides in the middle of your detail. The mistake is to keep going.
In my experience, a doctor shows she is ready to try something before she says it. Four signals I teach reps to watch for:
- She asks about dosing. Practical questions mean he is picturing a real patient.
- She names a patient. "I have a lady who might suit this." She has moved into her clinic.
- She asks about availability. "Do the pharmacies nearby stock it?" She is checking her patient can get it.
- She objects in detail. A detailed doubt means she is taking it seriously. Answer it, do not defend.
When you see one of these, the rest of your detail can wait. Answer her question, then agree one clear next step.
When the doctor starts talking about her patients, stop presenting and agree the next step.
“When the doctor starts talking about his patients, stop presenting and agree the next step.”
Lesson 17 of 19 in Step 6: Objections and influence, with the full guide and a checklist for this week.