Explore the Potential Needs of Doctors
and Be Trusted Over Others
Differentiate Yourself from Other Companies
with Sharp Questions
This program is helpful for those who lament “All I can do is introduce our products and then the interview is over”, “I can’t draw out the doctor’s true opinions” and “Even when I have questions, I fail to ask them”. In this program, you will start by preparing for an interview with a doctor. We will provide tips for classifying peripheral information, such as the tendencies of his/her patients and treatment policy of the hospital. Then, you will thoroughly learn how to formulate your own hypothesis, ask good questions, and build effective conversations, in order to identify the challenges faced by the doctor and the solutions he/she is looking for.
Improve Your Listening Skills
and Clarify Doctors’ True Intentions
After identifying the needs of the doctor, you will have to understand them more deeply with highly accurate questions. In the “questioning skills” step, you will learn “questions from eight perspectives” to explore the true intentions of doctors, and the “GAP model” to bring out ideals and realities that even doctors themselves are not aware of. By interviewing them while making full use of these two techniques, you can get closer to doctors than other companies.
Turn Even a Doctor’s Counterargument
into a Chance
There are many cases, where even if you want to provide product information, the doctor refuses your interview due to his/her busy schedule. Therefore, in the “questioning skills” step, you will predict even the doctor’s possible counterargument related to the clinical policy based on his/her words of refusal, and prepare to smoothly propose the solutions needed by him/her. By taking these measures in advance, you will also become able to calmly accept counterarguments in the real environment, and deepen your relationships of trust.