How to Ask the Right Questions in an Effective Physician Meeting.

In a successful Physician Meeting, who does most of the talking, you or the doctor?

Believe it or not, extensive studies have shown the more the doctor talks, the more effective the meeting. As a result, to be truly successful we need to be skilled at getting the doctor to talk, and that is achieved by asking the right questions.

You may also have heard that if you make a statement about the benefits of your facility or services to a doctor, the doctor may doubt what is said, or think that you are exaggerating or overselling. But, if the doctor makes a statement about your facility or services, there is no resistance to its validity. Therefore, if you can get your doctor to verbalize the benefits of your services, you will be significantly more effective.

The problem is many of us are “Lazy Sellers.” We would rather sit down with our doctors and without much preparation, just tell our story, and hope for the best. And as a result, we don’t achieve the level of referrals we want to meet our goals...

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