Handling Objections Tip #3

Uncomfortable asking probing questions? Understandable! Our relationships with KOLs are critical and may feel fragile as they are developing, so probing the KOL’s objection should be deliberate and respectful and skilled. Proceeding sincerely with the goal of providing information to support the best care for patients, will make the tenuous MSL more confident and therefore more comfortable and more competent as a connector. While being respectful don’t diminish your value. You have expertise that the physician needs to serve their research and patients, and the physician has given you their time. You have something no one else can give during this visit, so don’t allow yourself to be intimidated. Probing questions=physician interest. If the doctor doesn’t challenge you or at least ask a good question, then the value of scientific exchange is lost.