For training Sales Reps on Basic Selling Skills, like Important Functions of a Rep, Target and Selecting MDs, Physician Profiling Making a Sales Presentation, Presenting Features and Benefits, Presenting Clinical Papers,
Post Call Analysis Perri Cebedo & Associates Guide Questions for Post-Call Analysis Setting Objectives: Did I examine the doctor's call record card? Was I well prepared? With a real plan? Have I set my objectives before the MD visit? Which objectives did I achieve? Which objectives were not achieved? Why? 2. Obtaining Information regarding the MD's Practice: Did I obtain all the necessary information? What did I forget? How can I obtain the missed information? 3. Opening Did I take time to build a relationship with the customer? Was my opening right? What opening statements were well received? Did I bridge smoothly from social to business discussion? Any observation or “stupid” actions? What would I have done differently? 4. Probing for Doctor Needs Did I obtain a good knowledge of the doctor's needs? What aspects of the doctor's needs required further probing? What would the customer have gained in giving me the business? Did I explain this point convincingly enough? 5. Presentation: Did I present those features which respond to doctor needs? Did I translate these features to benefits? Did I use good questions? Did I get good MD participation? Did I use my literature and samples effectively? Did I use product name mentions throughout the presentation? Did I identify; use opportunities to support? (Clinical Papers?) 6. Buying Signals": What “buying signals” were given to me during my presentation? How have I responded to these “buying signals”? 7. Handling Resistance What objections did I meet? How did I handle them? Did I find the real reason for this resistance? Did I use proof sources? How would I handle the resistance differently in the future? 8. Handling Competition: What competition did I encounter during my presentation? How did I handle it? Did I use proof sources? How would I handle competition differently in the future 9. Supporting: Did I reinforce with a clinical paper my doctor's own good experience on my product Did I identify or create an opportunity to mention or demonstrate a clinical paper? Did I follow the four steps in presenting clinical studies? 1. Create the need for the paper? 2. Establish credibility? 3. Convert results into benefits 4. Ask for MD feedback? 10. Closing: Did I summarize benefits relating them to identified MD needs before asking for a commitment? Did I get a commitment* to increase prescriptions by expanding indications, dosage, length of usage or patient types? Which? Did I get a clear and specific commitment appropriate for the call? Did I establish a follow-up or an action step? * A good commitment is SMART. Specific, Measurable, Achievable, Results-oriented and Time-bonded. 11. Adjusting to the MD's Social Style What was the social style/profile of the physician? Did you adapt my presentation to the social style of the doctor? What new personal data can I add to the doctor's record card? Summary: What two things would I do in my next visit with this doctor? What will be my objective for the next call?
Pages to are hidden for
"4.2Post Call Analysis"Please download to view full document