What do chameleons and MSLs have in common?

Perhaps this is just too obvious a question. Chameleons and Medical Science Liaisons (MSLs) adapt to their environment and their emotions, enhancing communication. As an MSL, part of your art is to adjust for each interaction—including your agenda, approach, and the science you discuss. Sometimes you lead the discussion—but most of your time should be spent listening. The art of being an MSL is knowing when to set your agenda aside and let the KOL take the discussion where they want.

No matter the situation, active listening is the key to success. Remember those insights you’ve been asked to deliver? Actively listening will uncover them. Honing this skill requires practice and consciousness to move to the highest level of active listening in every conversation.

We’re all comfortable reacting to what we hear, providing feedback or answering a question. This is our quick response that doesn’t involve contemplation, just a quick reaction to the point or question posed. Think about this like shutting an open door. Instead, paraphrase what you’ve heard to gain confirmation that you correctly heard and interpreted what they’ve said. Often the KOL will take their thoughts to a deeper level and give you more insights. Asking for clarification will allow you to elucidate additional thoughts by asking questions to probe deeper and illuminate the underlying concerns.

Perhaps these three skills are second nature and tools you use routinely as an MSL. If not, they’re great ways to build rapport with your KOLs and dig deeper into their true insights and experience.

Want to take your listening one step further? On Wednesday, I’ll share practical tips for bringing empathy into your MSL conversations—and why it makes all the difference. Don’t miss it.