Objection Handling

Описание: Objection handlings are important part of selling process. It is very rare that prescription from a doctor comes without any objection. Handling objection is a skill which you need to develop gradually through practice. Objection handling means responding to the doctors in a way that changes their mind to prescribe your product. You will never get an even ground, objections will stay with you throughout your professional life.

Doctors raise objection for many reasons.

It is the natural human tendency to resist a change. A doctor would naturally resist change from brand ‘X’ to brand ‘Y’. You have to compel him to move.

 Doctors like to defend what they are prescribing.

 Some times doctors unable to decide whether to prescribe or not; they think of various implications of their decisions.

Objections are basically two types; non verbalized and verbalized objection. In Verbalized Objection doctor mostly seek information.

Non Verbalized Objections, doctors do not open their mouth at all, and yet raise lot of objections. These are two types; silence and negative body language.

There are five most common techniques to handle different objections.

Direct Denial
Indirect Denial
Questioning
Compensation
Boomerang

Key Points in Handling Objections:

Your brand may be better than the brand which doctor is prescribing. Do not downgrade the brand which doctor is using straight away. Gently point out additional benefits which his patients will get by using your brand.

Avoid arguments. It doesn’t matter how violently doctor responds, never ever argue with the doctors.

Respect your competitors. Never criticize your competitors in front of the doctor.