Physician- Patient-Partnership, Based Intelligent Approach
Not the ones speaking the same language, but the ones sharing the same feeling understand each other - Rumi
The world of communication and people interaction is highly complicated, contradictory interests play a major role in how relations start, maintain and end. We are in continuous selling processes either we can succeed in selling our idea, our product and providing solutions or we buy other people ideas and solutions and their products, whether we are a sales person or not.
Health care system one of most important field in providing vital solutions to human kind and without doubt physicians’ role with patients is the cornerstone in effective health care management.
We therefore propose that Effective Selling processes should have similar approach; therefore, pharmaceutical medical representatives or any sales man have to be guided by that smart intelligence partnership to establish a strong partnership with our customer
Classic Physician – Patient Approach is defined as:
- Collecting Patient history and diagnosis
- Disease treatment objectives
- Physician –patient communication
- Follow up, long term patient management
3P selling model is defined as:
- Collecting Data
- Setting strategic objectives
- Call management
- Post call evaluation and followup