“It ain’t what you don’t know that will get you in trouble. It is what you know for sure that just ain’t so” –Mark Twain
Suppose for a minute your Company has provided you with an approved medical study to use in your sales presentations. The study is a multi-centered, double-blinded, placebo-controlled study. The authors are experts in the field.
Because you want to highlight results in presenting a journal article, the majority of questions from clinicians arise as to how the results of the study compared and how the results were obtained.
So…you plan on making the information you present from the medical journal study meaningful to the provider’s practice. The question is…what questions will the clinician ask during your presentation?
Questions you can anticipate…
· Where was the study done?
· Who supported the study?
· How do the results of your approach compare with the results of the established regimen?
· What key points are in the “Material & Method” section
· How many patients participated in the study?
· What types of patients were included? Excluded?
· What untoward effects were observed?
· What regimen was used?
Whether your Company allows you to use medical journal studies in your sales presentations, or not, we encourage you to learn how to analyze and understand medical studies.
Our new publication “Analyzing, Interpreting & Understanding The Medical Literature” addresses the vital process of applying medical studies to the sales process.
The Sheeley Consulting Company, a boutique, experienced, innovation-driven pharmaceutical consulting company, purpose is to give pharmaceutical marketing teams a way to develop renewed interest in the sales message by adding to their present sales approaches. Specifically, “to create medical school sequences of learning to modify Pharmaceutical Marketing plans. We have applied these principles effectively for years, and now we see this sequence as a way for companies to distance themselves from most of their competitors, by presenting information to prescribers in an insightful, patient-centered and memorable way.
See our other manuals and publications: http://sheeleyconsulting.com/manuals