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Approaching a conversation on even ground Tip #2

The language we use with our KOLs and peers impacts the direction and depth of the relationship. Here are some adjustments to keep your communication effective and impactful:


·        “What can I provide” sounds more level than “How can I help you?”

·        Don’t use minimizing language like “I feel” or “I think.” Replace those with “I am confident” or “The data indicates…”

·        “Do you have any questions?” may not generate the same exchange as “What questions do you have?”

·        Don’t undermine your credibility by inserting “just” into your sentences (e.g., “I just want to review this phase III data…”). Remove “just” – it’s unnecessary.

·        Avoid apologizing and instead say “thank you for your patience.” This way of thinking is a game-changer! (Although, when an apology is truly warranted, certainly offer a sincere one).

·        Avoid ending your sentences with a question that requests validation, such as “don’t you agree?” If you are asking the KOL a question, state the facts of the data and then follow-up your statement with a firm question “What is your perspective on this data?”

·        Instead of affirming a negative, make the statement positive.


If Tim (from the example in Tip #1) had said, “Yup, your flip turns are slow and wonky,” I would have felt more self-conscious and may not have continued to practice my turns. His words gave me the confidence to continue to practice and implement feedback to support my improvement. Remember, you’re bringing value to your KOLs so convey the information or data with professional confidence. Ensure your words and phrases reflect your value and don’t insert words that diminish it.

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