The most important call of the day often happens in the car park, with nobody else in it.
On double visits I can usually tell how a call will go before we leave the car. If the rep switches off the engine and walks straight in, the call will be general. If he takes two minutes first, it will be specific. Doctors feel the difference immediately.
The two-minute routine I teach:
- Engine off, phone down. The last call is finished.
- Read the last note. What did he say, what did you promise?
- Choose the patient type you will open with.
- Choose one message that fits that patient.
- Choose the ask: one small, specific next step.
- Walk in knowing why you are there.
None of this needs a template or a long plan. It needs the habit of stopping before you start. Reps who build it rarely come out of a clinic wondering what just happened.
“Two minutes in the car decide the next ten in the clinic.”
Lesson 1 of 7 in Step 4: Preparing the visit, with the full guide and a checklist for this week.