Increasing Face Time With Your Physicians

Increasing Face Time With Your Physicians

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  T raining A nd P erformance Consulting Increasing Face Time with Physicians TAP Consulting Company
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  Industry Changes since1995 Number of sales reps grown by 94% Product Management Today 11/03 Doctor population grown by 15% Product Management Today 11/03
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  High prescribing doctorwill see 3-5 times as many sales reps as 10 years ago McKinsey Study 2003
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  History 2000-2009 Docsbegin to limit or deny access 38.5% of docs require an appointment* 23.6% do not see reps* Average PC Rep’s call lasts 80 seconds** *SK&A Report 2009 ** 2008 Access Report
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  2008 Sermo PhysiciansSurvey 90% of physicians said they wanted somewhat less or significantly less interactions with sales representatives in their practices
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  2007 Rep ReviewResults Physician inaccessibility could be the doctor’s way of telling the pharmaceutical industry that the current state of personal promotion is not meeting their needs as well as in the past.
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  Current Obstacles NoAccess Less Time with Doctor Reps seen as having little value beyond samples Reps having little impact on doctors
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  What Doctor’s Want
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  Three Most ImportantThings Doctors Want from Sale Representatives Respect pressures on my time Communicate product information clearly and comprehensively Strong science/clinical evidence to support the product 2008 TNS Healthcare Global Study
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  What qualities/traits wouldyou like to see in an industry representative? (N=350; Jan, 2008)
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  Physician Focus GroupsWhat do you need from a sales representative when they are giving their sales presentation? “ Solve a clinical problem for me.”
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  What is thebest way for a sales representative to get your undivided attention and focus when you are busy? “ Tell me up front that they only need a minute of my time.” “The rep then usually shows me a recent reprint showing me how one of their drugs compares to a competitor’s in a clinical trial, and kindly asks for my signature in exchange for some samples.” Dr. Dennis O’Connell. April 2009 edition of Pharmaceutical Representative Magazine,
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  Industry Executives RecommendFocusing on Solutions “ The field sales force has to be more focused on solutions and patient outcomes . That means that from a brand standpoint, reps have to be able to convey solutions for the practice and for the patient long term” Pharmaceutical Executives Panel Discussion Pharmaceutical Executive Magazine; February 2008
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  2008 Sermo PhysicianSurvey 87% of doctors surveyed wanted more or significantly more use of clinical studies and evidence based medicine in their discussions with sales representatives
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  How to IncreasePhysician Face Time Provide clinical solutions Use clinical evidence as proof
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  Testimonials Doctors giveme more time when I begin by talking about a problem they are experiencing. If I start by mentioning a product message they can always say they aren’t interested or they don’t need that product. It is hard for them to say they don’t experience a problem that research shows most of their peers are having. Shannon Ferrar; TLC Garden City, NY
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  Do you feelthe problem focused approach to selling increases face time with physicians? Absolutely! As soon as you start selling, a doctor closes up. When you identify a problem it captures their attention and they want to hear the solution. My reps tell me they are having more fun because now doctors give them time and want to talk to them. Pharma District Manager
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  Testimonial "With theway many physicians are moving towards evidence based medicine. Our reps ability to sell using a clinical paper has become essential to gaining access to many key accounts. We feel that clinical selling skills has given our reps superior skills to many of our competitors and allowed our reps exceptional access and face time with their physicians.“ Jenn Hollinger; Sales Training Novartis Canada
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  TAP into theSolution Solve a clinical problem for the doctor and patient Bring value to your customer by educating them with clinical data Deliver your message in less than 1 minute Communicate to your customer in their universal language
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  T raining A nd P erformance Consulting For information on TAP Courses or to book Jim to speak at your next National Sales Meeting Contact Jim Price at 770-596-1498 [email_address] www.tapconsultingcompany.com TAP Consulting Company