If we think like a doctor, WE are not what is that important to them. Time and patients and safety are what's really top of mind, and not always in that order. It is possible that inside your doctor’s head the Real Scenario goes more like this:
1. What ya got for me?
2. How does this relate to my patients??
3. Who are you?
4. Are you worth my time?
5. Is this new?
6. How does this relate to my patients…safely??
7. Who are you again…this time with a bit more depth?
8. *Silently….What did I think of this time? (actually, they are asking themselves how they felt about you without using feeling words!)
So we want to propose a strategy for you as an MSL – and frankly for anyone who wants to partner and persuade, (and remember, partnering comes first)! Our next post on Wednesday will be a scenario you can use/memorize for each of these eight questions. The art of being an MSL is having a strategy in mind, so watch this space.
For now, just observe your next KOL interaction and play (in your mind) with the eight.