Doctor, "instead of" kicking me out of your office for using this statement, please understand my manager is right here with me making sure I say this (as so-called great thinkers in our company have come up with the idea that saying this will change behaviors). So "instead of" kicking me out, can I ask you to kick my manager out.
management rolled out customer engagement and sold that with intense passion, most had to roll with it. It turned to be a big fiasco. I guess we keep on rolling, and keep smoking...
We are there to provide solutions. Before the solution can be provided we need to determine what needs the physician may have. The only way you'll determine that is by asking multiple open ended questions. I know it's uncomfortable but the old way of selling doesn't work in today's day and age. Mostly because the old way of selling doesn't exist, if I spend a total of 8 minutes a day selling to a doctor I'd be surprised, unless I have a lunch of course. We are all part of something bigger, it's called a sales training department that has too many people trying to justify their positions by coming up with stupid shit for us to focus on. It doesn't work, no doc wants to be uncomfortably interrogated between patients. Give us a break, go back to sales targets and let us manage our territories the best way we deem appropriate. You'd be surprised at how quickly morale would change.
I used to say I'd rather have a full bottle in front of me than a full frontal lobotomy, but these days I am less sure of that