Pre call planing are as many types of doctors as there are people. Some doctors are nervous, others are disagreeable, many are timid, sympathetic, calm, talkative.pptx

are as many types of doctors as there are people. Some doctors are nervous, others are disagreeable, many are timid, sympathetic, calm, talkative

1. Pre call

2. 1. Identify Objectives Primary Objective : Define the main goal of the call, such as introducing a new product or addressing specific concerns. Secondary Objectives : Establish additional goals that support the primary objective, like gathering feedback or setting up a follow-up meeting. 2. Understand Your Customer Research : Gather detailed information about the healthcare professional (HCP) you are meeting, including their specialty, practice, patient demographics, and prescribing habits. Previous Interactions : Review notes from past meetings and any feedback received to tailor your approach. Customer Preferences : Note the HCP’s preferred communication style and topics of interest.

3. 3. Develop Key Messages Core Messages : Identify the main points you need to convey about your product, including its features, benefits, and clinical data. Supporting Data : Prepare relevant clinical trial results and statistics to back up your key messages. 4. Plan the Call Flow Introduction : Outline how you will introduce yourself and the purpose of your visit. Discussion Points : Plan the main topics you need to cover, ensuring they align with the HCP’s interests and needs. Conclusion : Decide how you will summarize the call, reiterate key points, and agree on next steps.

4. 5. Prepare Materials Visual Aids : Prepare brochures, samples, digital presentations, and any other materials that will support your discussion. Leave-Behinds : Ensure you have materials that can be left with the HCP for further review. 6. Anticipate Questions and Objections Common Questions : Predict questions the HCP might ask and prepare clear, concise answers. Objection Handling : Identify potential objections and develop strategies to address them effectively.

5. 7. Formulate Engaging Questions Information-Gathering Questions : Prepare questions that will help you understand the HCP’s needs and challenges better. Engagement Questions : Develop open-ended questions to foster a dialogue and build a rapport with the HCP. 8. Review and Practice Review Plan : Go over your pre-call plan to ensure all points are covered. Rehearse : Practice your call flow and responses to ensure a smooth and confident delivery.

6. 9. Utilize Waiting Time Final Review : Use any waiting time before the call to review your objectives and key messages. Update Notes : Review and update notes from previous interactions if necessary. Observe Environment : Take note of the clinic or hospital environment for any relevant details that could inform your conversation.

7. 10. Post-Call Follow-Up Document Outcomes : Immediately after the call, document the outcomes and any key points discussed. Next Steps : Plan and schedule any agreed-upon follow-up actions, such as sending additional information or arranging another meeting.