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Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
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What are most annoying rep characteristics?
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<p>[QUOTE="DrDave, post: 4305210, member: 11145"]I want to preface my response by saying that the reps who call on me are a generally likeable group of folks. Consequently, I would reframe this question - what is a selling mistake reps consistently make? Also, different doctors have different expectations, so I want my answer to apply to a large group of prescribers, not just me. With that in mind:</p><p><br /></p><p>It can be exasperating if a rep continues to sell based on a piece of information that I have clearly communicated is not important or not compelling to me. I intended the preceding answer to be general enough to apply to any doctor, but to explain further: for me, this information is usually what is called "intermediate evidence" - some sort of data that requires a leap of faith to translate into a positive patient outcome. I use the following convenient recent example because it illustrates both what I mean and why it's important to me.</p><p><br /></p><p>For quite some time, the Novartis reps would point out that Tekturna and later Valturna had beneficial kidney effects because, among other things, it reduced protein in the urine. After indicating that this was not important to me multiple times, I began responding "I'll remember that the next time a patient complains about the protein in his urine." I gave multiple examples of how, over the last 50 years, we have misinterpreted what intermediate markers mean to the detriment of our patients. I think it eventually clicked, so the proteinuria argument went away in my office, but it took a long time. It was like they believed if they said it enough times, I would eventualy buy it. I realize that repetition has a place in selling, but not in this way IMO. (In the end, of course, when the outcomes trial was done, it turned out that the decreased proteinuria did not translate into patient benefit and Valturna is no longer available).</p><p><br /></p><p>I hope that is helpful. Thanks for your post, and sorry for the delay![/QUOTE]</p><p><br /></p>
[QUOTE="DrDave, post: 4305210, member: 11145"]I want to preface my response by saying that the reps who call on me are a generally likeable group of folks. Consequently, I would reframe this question - what is a selling mistake reps consistently make? Also, different doctors have different expectations, so I want my answer to apply to a large group of prescribers, not just me. With that in mind: It can be exasperating if a rep continues to sell based on a piece of information that I have clearly communicated is not important or not compelling to me. I intended the preceding answer to be general enough to apply to any doctor, but to explain further: for me, this information is usually what is called "intermediate evidence" - some sort of data that requires a leap of faith to translate into a positive patient outcome. I use the following convenient recent example because it illustrates both what I mean and why it's important to me. For quite some time, the Novartis reps would point out that Tekturna and later Valturna had beneficial kidney effects because, among other things, it reduced protein in the urine. After indicating that this was not important to me multiple times, I began responding "I'll remember that the next time a patient complains about the protein in his urine." I gave multiple examples of how, over the last 50 years, we have misinterpreted what intermediate markers mean to the detriment of our patients. I think it eventually clicked, so the proteinuria argument went away in my office, but it took a long time. It was like they believed if they said it enough times, I would eventualy buy it. I realize that repetition has a place in selling, but not in this way IMO. (In the end, of course, when the outcomes trial was done, it turned out that the decreased proteinuria did not translate into patient benefit and Valturna is no longer available). I hope that is helpful. Thanks for your post, and sorry for the delay![/QUOTE]
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Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
Home
Forums
>
General Discussion
>
Ask Dr. Dave
>
What are most annoying rep characteristics?
>
Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
Home
Forums
>
General Discussion
>
Ask Dr. Dave
>
What are most annoying rep characteristics?
>