Free Sales Webinar
How to Ask Great Probing Questions:
Discover What Physicians Are Really Thinking

When: Fri, January 28, 2011
Time: 1:00 pm Eastern  (10:00 am Pacific)
Duration: 60 min (including 15 min Q&A)
Presented by:  Paul Cherry, Patrick Connor and
John Kuchna, President of Stategic Outcomes

Event Description

Have you noticed that certain questions can elicit a great response from one physician and a closed response from the next physician? It is very difficult to state that one great question works on all physician types. Some doctors are agreeable but never take action. Others are quantitative and critical, putting you on the defense. But if you know what questions to ask—based on a physician’s specific thinking style—your results can skyrocket.

Whether you’re trying to develop new relationships or strengthen your existing ones, consultative probing questions tailored to thinking styles can give you sustained access and expand the length of the call.

Webinar Benefits

• Assess why some questions “dis-engage” the doctor.
• Uncover your physicians’ thought process so that your call is targeted to his or her needs.
• Understand how to align your current questions to physicians’ thinking styles.

Who Should Attend

Pharmaceutical, biotech, and medical device senior executives, regional directors, district managers, and corporate training professionals.