#Steps of Medical Call

How to plan your work &
How to work your plan
1- Pre-call planning
2- Call
3- Post-call analysis
4- Follow-up
Pre-call planning
 Prepare for qualifying the prospect.

 Sharpen the sales approach.
 To identify prospect problem areas.
 Keep medical rep. from making
mistakes.
steps
1- Review and analyze customer

profile.
2- Set SMART sales call
objective.
3- Organize your call for
maximum value.
Driver Analytical Expressive Amiable
 Specific
 Measurable
 Achievable & Ambitious
 Relevant realistic
 Time-limited
 Crafts engaging opening statements.
 Develop insightful questions.
 Anticipate possible questions and concerns.

The four main phases
of call:
1- Approach.
2- Presentation.
3-Handling objection.
4- Closing.
Remark :
1st impression
Is
The last
impression ?
Opening & probing
It is the 1st executive step to customer

mind
1) IBS
Examples for ibs
To have :
 Clear (precise idea, why)
 Complete (all needs,
priorities)
 Common (share the same
content)
 Comprehension of customers
needs
 When the customer expresses
himself
 When you need information
 It varies according to the
interlocutor, situation, topic
 The number of questions vary
according to the complexity of
the context
You decide ………….
 Having a specific goal
 Being prepared
 A precise question
 The right question
 At the right time
 With possible answers in mind
The right question goes birth to

the right answer
To encourage the discussion
 To encourage the  Risk of disagreement

discussion  Aggressiveness
 To discover any facts,  Talkative person
experiences, opinions
 To develop & clarify one
aspect
 How are you doing with …. ?
 Why did you …. ?
 Could you tell me more about …. ?
 What do you think about …. ?
Yes/No An alternative A quantification
 To confirm understanding  Examination

 To show interest  Aggressiveness
 To guide, suggest  Risk of “No”
 To encourage  Not informative
 To reformulate  Yes or no
 To get an agreement
 How many … ?
 Do you prefer … or … ?
 What’s important for you : … or …
?
 Do you agree …. ?
 Is it the reason why you … ?
 When are you leaving … ?
 Where do you live ?
 To announce the question (s)
 For better atmosphere
 For a better comprehension
 Find out only what is important
 Finding out can take time
 To abuse of questions
 Lose his goal
 There are taboo subjects
 Opinions can change with time
 You can never be sure of the
sincerity
 Linked to the car selling workshop
prepare 2 direct and 2 indirect
questions
 Mention the objective of question
2- 15% ask question but .. Not the right ones
3- 4% know how to handle the art of probing
The Approach Can
Make or Break
your call
 Be well PREPARED & ORGANIZED
to avoid Gaps & save time During the
Call.
Killing Words At Better Words At
 The best  Good choice

 Safe  Exact definition
 I know  The fact
The benefit
* People learn :
- 20% of what they Hear
- 40% of what they See
- > 70 % of what they
Hear & See
at the same time
Objection is :
 A certain reason the customer gives
for not buying an idea, so not
prescribing the product.
Remark :
 The successful P.S.R. Welcomes the
objections.
By the 5 steps :
1- Develop a positive attitude.
2- Welcoming.
3- Ask for clarification.
4- Cushion your answer.
5- Respond.
1- Stay focused.
2- Avoid interrupting.
3- Encourage the customer to participate.
4- Paraphrase.
5- Respectfully refocus.
6- Match your response.
 Objection is positive
attitude.
 Don’t take it personally.
 Listen & don’t interrupt.
 Strategy to handle.
 Anticipate the objection.
 Emotional intelligence.
1- Direct Denial
in case of misunderstanding or
incorrect information.
2- Pass-Up (Ignore)
the objection is non-sense.
3- Compensation Method
the objection is true drawback.
4- Feel-Felt Method
show how other customers
held similar views before
trying the product.
5- Boomerang Method
objection benefit.
6- Postpone Method
Direct Request.
Benefits Summary.
Probing.
Alternative Choice.
Balance Sheet.
When Just at the
appearance of buying
signals.
Verbal
Buying Signal
Non-Verbal
1- Maintain a positive attitude.
2- Present & handle the sample give,
away or etc.
3- Summarize the main selling points.
4- Statement dose, package & price.
5- Linking to the following visit.
1- Post-Call Analysis
 Was my objective Smart?

 Was my objective achievable?
 What is my next call objective?
 What is my next call plan?
 Follow up through all possible
channels.
 Determine a creative or innovative
reason for the next follow-up.

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#Steps of Medical Call

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How to plan your work &

How to work your plan

 Prepare for qualifying the prospect.

1- Review and analyze customer

 Develop insightful questions.

 Anticipate possible questions and concerns.

It is the 1st executive step to customer

The right question goes birth to

 To encourage the  Risk of disagreement

 To confirm understanding  Examination

 The best  Good choice

 Was my objective Smart?

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