How do you handle objections from healthcare professionals when promoting a new drug?

Your Answer

How To Answer This Question?

When answering this question, it's important to demonstrate your understanding of the common objections healthcare professionals might have and your ability to address them professionally and effectively. Start by acknowledging that objections are a natural part of the sales process. Then, outline a structured approach to handling objections, such as the following steps:

1. Listen Actively: Show that you listen carefully to the healthcare professional's concerns without interrupting.
2. Empathize: Acknowledge their concerns and show that you understand their perspective.
3. Clarify: Ask follow-up questions to ensure you fully understand the objection.
4. Respond: Provide a well-informed response that addresses the specific concern. Use data, clinical studies, and other relevant information to support your response.
5. Confirm: Check if your response has resolved their concern and if they have any other questions.

For example, you might say: "I understand that you have concerns about the side effects of this new drug. Can you tell me more about your specific concerns? [Listen to their response] I appreciate your concern. The clinical studies have shown that while there are some side effects, they are generally mild and manageable. In fact, many patients have reported significant improvements in their condition with minimal side effects. Does this address your concern, or is there something else you would like to discuss?"

By following this approach, you demonstrate your ability to handle objections thoughtfully and effectively, which is key to building trust and successfully promoting pharmaceutical products.