You're facing doubts about a new medical device's effectiveness. How can you reassure a skeptical surgeon?

Seek first to understand what the surgeon is expressing. Reassure the surgeon with clinical evidence and transparency. Establishing trust and communication will also help the surgeon to feel more comfortable moving forward. If you don't have all the answers, admit it and assure the surgeon you will find the answers he/she is looking for. Sometimes this takes numerous visits. Always think of the end game and don't rush things.

It involves addressing the concerns with a combination of evidence-based information, transparency, and practical demonstrations. 1. Evidence-based scientific conversation 2. Third Party Endorsement 3. Quality Assurance 4. Comparative Data establishing the clinical superiority over competitors 5. Addressing all possible concerns & queries 6. Extending Technical support. 7. Offering Hands-on training experience 8. 24*7 service support. keeping the above-mentioned factors in consideration trust & confidence can be gained,

Knowledge gathered through theoretical training and hands on experience plays a major role in building self confidence. It will help to face the customer

Bringing efficacy studies, time of use of this material, bringing big names that already use the material, usually minimize doubts about use in doctors.

Indeed that is a good first step, but it is only the first step and you must definitely go ahead to uncover what the objection is about by gathering all the data through probing and effective listen. When you now understand the ‘why and the what’ in relation to the surgeon’s position, you can then go ahead to either handle it immediately and directly; seek more information in relation to the issue and come back to address this or come along with someone with better experience or expertise. The actual solution may vary and include providing more information; samples ; additional training or education; proctorship or preceptorship. Sometimes you may have to accept the product is not the right one for the patient(s).

This is a medical device and not a pill. The difference is that the dr can actually see the benefit instantaneously. In this situation one need to share the following 1. All clinical data of the device. 2. All validation reports done on actual patients 3. IFQ of the product 4. Most important one arrange for dry demo- not on patients and subsequently arrange for a wet demo - on actual patient. 5. Ensure you are present in the OT or Ward while the dr uses the device. Guide him. 6. Remember not to touch the patient or talk to patient. Only speak and guide the HCP This will convince the dr and he will raise the indent for the product

Nice way to start State that you understand that his priority is the patient and for you is a priority patient needs to be in the center of the conversation …but you have to understand the reason behind he’s skepticism about the device what worries him ???

Make the surgeon the part of your "Product Journey" by having " Customer experiences" addressing the "concerns raised" keeping in mind the patient "safety/benefits" and "surgeon's reputation".

One thing i have found useful is technical Feature of product resulting to clinical outcomes in research demonstrates confidence

Tecnologias novas, tem muita duvida por parte do usuário, o enfoque deve ser dado em quanto melhora a técnica, ou benefícios ao paciente que os outros produtos n?o trazem.

Highlight the features and benefits of the devise. Establish favourable study points that establish efficacy and safety take acknowledgment of customer on each highlited point. Dont giveup your gesture is the key to turn the game in your favour. Try to use excellent communication lines and avoid agitation that lead to biasness of customer

?Realmente el cambio a una tecnología nueva vale la pena??Aumentará la confiabilidad en el resultado? ?La duración del proceso disminuirá? Deberíamos poder probarlo. Y sobre todo que la eficacia este respaldada por instituciones confiables y estudios que respalden la efectividad.

Actually Surgeons need to feel confident in their ability to use the device effectively, and knowing that there is a robust support system in place can significantly reduce apprehension towards adopting new technology.

Treinamentos e os professores que ministram esses treinamentos s?o a base da confian?a de um novo produto que entra no mercado. O volume de casos clínicos s?o gerados a partir dessa confian?a.

Emphasize on all the available usage of the materials, training manuals and best approach is to get next appointment fixed to show the demostration live. Never leave the customer unless you confirm the right method or usage has been demonstrated and understood completely. This is the most crucial step either you win or may lose so dont be lazy and ensure the customer get totally satisfied in the end

Transparency in how these measures protect patient well-being builds trust and confidence in the device's effectiveness and reliability. Clear communication and evidence-based practices are key to reassuring healthcare professionals.

Ask to the surgeon what is/are his main concerns regarding his patients. Offer proof using the studies done, regarding efficacy of the surgery procedures & safety for the patients. Offer training to surgeons’ team and staff. If possible, create opportunities for the surgeon to meet with colleagues from other institutions, already using the device.

Try always to be a trusted asvisor than a salesman or a company. Sell your values also along with your product. Always highlight benefits over features because that is something that values patient and your customer keeps patient always at its first priority

One of best characteristics to convince your end users It involves a range of practices and procedures designed to minimize risks, errors, and harm that can occur during medical treatment. Key aspects of patient safety include: . Error Prevention: Implementing systems and protocols to prevent medical errors. .Safe Medication Practices:** Proper administration, dosage, and monitoring of medications to avoid adverse drug events. . Communication: Effective communication among healthcare providers, and between providers and patients, to ensure clarity and understanding how to use the product and it's effectiveness .Training and Education:** Ongoing training for healthcare providers to stay updated on best practices and safety protocols.

Logistic issue-Many a times a customer may have doubts about particular company’s product as historically might be there were not able to supply the product at the right time.