Medical representatives visit doctors These 13 things must be avoided!

A few days ago, Dami to the small partners to share the "medical representative visit 8 tips", from the feedback, although a few years ago, Dami shared a lot of visiting tips, but the needs and application of this piece is worth continuing to go deep, re-mentionedtoday, Bigmy talks to her little friends about things to avoid in their daily visits:The importance of the pre-visit plan most of the small partners know, but the real implementation is less, before the visit, if not the last visit to review, as well as the information collected and commitment to deal with the matter, or did not carefully carry out the visit to the process of the organization and exercise, in this case, the medical representative scurright to visit, not only may be wrong information transmission, but also cause the customer's disgust, resulting in a decline in trustmany newcomers just think about what information they want to convey, what they want to achieve, and while listening carefully to the customer's speech, they often ignore the client's body language and can't understand the nonverbal cues that the customer can potentially conveyignored this representative, not only do not understand when customers are interested in the product, when there is a signal, even the customer's negative information is not aware, such as when the customer yawning, stretching out when still chattering about the product, but also can not promptly deliver the words of care, until the customer gets up to make a delivery posture, still sitting just talk about the product ..Such a representative is not a good communicator, it is difficult to communicate with customers in-depthDammy has previously said that the customer-centric relationship, need to follow the 5R principle, at the right time, the right message to the right person, very important, if the transmission of information is not relevant, the customer is not interested, such as the treatment of respiratory medicine to the oncology doctor, the customer may not be interested, say a bad sentence, a little chicken and duck talk feelingsome information may even make customers resentful, such as different academic insights, give an easy-to-understand example, if a customer in a friend circle old to mention the domestic mobile phone brand good, you do not tell him Apple tomorrow and open a new product launch, such an effect is equivalent to you to KFC interview, the boss let you sing a song, you come to a "more delicious more laughter, all in the Golden Arch." "
this situation is often seen in the old representatives without formal training, because the customer is very familiar, so in the customer chat endlessly, but forget to pass the product information, or very littlethis situation is difficult to change the customer's perception, which also caused a performance bottleneck, the relationship is good, that is, do not prescribesome representatives also know to return to the theme, understand that small talk is to warm the field, in order to let customers relax, in order to learn more customer information, but he did not know when to turn to the customer to pass product informationvisit more, and slowly you'll be familiar with this driveDami in the previous "pharmaceutical representative visit 8 tips" mentioned, to distinguish long visits and short visits, if you want to pass an important product information, try to choose a long visit, in advance to make good customer timewith the customer's time more and more tense, but also to plan a long visit schedule and progress, really can not, can use the meeting escort and other different scenes to actively create a long visit timesome medical representatives are not familiar with dA and other visual aids, when referring to a message, turn over the lookup, or even finally can not find, so that it is easy for customers to lose attention and interest, naturally for your future the same information transmission behavior lost patiencemany medical representatives believe that the "visit" behavior ends with walking out of the doctor's office, breathing a sigh of relief, is actually a misperception, face-to-face visit is just the beginning, the next important thing is to follow up on the issues mentioned in the visit, ask about the patient's treatment progress, and so ondoctor receives a lot of delegates every day, and even if your message feels good during the visit, it's actually very short in his mind, so you need to follow up furthermore important, the acceptance of information is on the one hand, action is more important, just like a beautiful woman, talk very happy, if there is no further action, that is also a lot of funalso some representatives do not understand the right time to quit, meet just idle and confidant customers, a morning may be here delayed, delay more visits, and even other more important customers or travel arrangementsof course, there are also like the previous do not understand the customer body language representatives, causing the customer's disgust, the original customer is very busy, there is no interest in talking, you still have no words to talk, or chatter about productsthis is very well understood, the reason for this situation is novice, do not know how to listen, the other is to treat the customer as a cold prop, while ignoring him is an emotional person, so just self-care "speech style" introduction, while ignoring the customer's feelings, it is easy for customers to lose interest in you, after all, customers are very busysometimes we look too high on the customer, think they are very understanding of the background of the disease, drug information is very clear, so very little to introduce the product, in fact, each customer's knowledge system is different, do not understand too many placesso, don't overestimate customers, ask more questions, and in the process of asking questions, you'll understand what they lack and what information you need, which is where your opportunities liemany representatives of some of the small problems of behavior, has formed a habit, they generally can not find, the need for the supervisor to visit to find, there are information transmission, such as the introduction of DA do not point to a pen and so on, in short, are able to affect the customer's attention and feelings of the detailsdon't think the doctor will be familiar with you if you say hello, remember who you are or which company you representWhenever given the opportunity, be sure to give the doctor your full name, the company you represent, the product name and its purposein short, it's best to start from scratch at any time.