Common problem for many Pharma Representatives.
“Company asks us to detail, but I find it very difficult”
“I am NOT comfortable to detail in Doctor’s clinic”
“Anyways, Doctors do not listen to detailing….”
Doctor would like to listen ONLY if your detailing is sensible, related to his practice, &
meaningful. This is because of communication (detail talk) without understanding the
real meaning of what is spoken. Two important aspects are difficulties:
Medical terminologies used in Visual Aid are NOT understood
During Visual Aid briefing, so many products – so many different medical terminologies – are bombarded that a Representative does not get time to understand all of them in a day (plus campaigns / activities / sales review etc. also in the same meeting) Not enough time is available during meetings to explain & practice detailing. Not enough time is available during meetings to explain & practice detailing. English is not our mother tongue & many field persons are not comfortable using high-level English words sometimes used in Visual aid. If you face a similar
problem, try this simple & practical idea to help you.
Step 1:
Select any one product from your Visual Aid where you have difficulty in detailing
Step 2:
At home, when you are alone, open that product page in your Visual aid & read it
like a book ~ (Not like detailing)
In a separate blank page write down all difficult words (medical terminologies &
high-level english words)
Step 3:
Find the meaning of those difficult words
Try to find the meaning using Google
E.g. if you have difficulty in understanding the word “Gout”
Type “Meaning of gout in hindi” in Google:
You will get the answer:
You can use any language of your choice (not just hindi)
You can ask any friend / colleague who is knowledgeable or even a Doctor friend.
Now try to understand the full communication of detailing (using your notes)
Remember, when you understand what is written in Visual Aid,
You will be comfortable detailing in Doctor’s clinic.
You will have meaningful communication with confidence.
Try it…
Your detailing will be easier & more comfortable…
All the best…
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