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You're introducing a new pharmaceutical product to oncologists. How can you build rapport effectively?

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Building rapport with oncologists when introducing a new pharmaceutical product is crucial for medical sales success. Your approach must be empathetic and knowledgeable, recognizing the challenges oncologists face in treating cancer. Oncologists are busy professionals who value their time and expertise, so it is important to show respect for both. By understanding their needs and how your product addresses them, you can establish a connection based on mutual professional respect and a shared goal of improving patient outcomes.

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Adriano Oliveira

LinkedIn Top 1% SSI I Host ??? Anamnese Podcast I Commercial Manager na Roche
Rupesh Tyagi (Ph.D)

Product Manager (AUXO) at ProcDNA, HCP-360, Medical affairs, Omnichannel, MDM, Social Listening, Business Consulting
Godfrey M.

Medical Marketing Director at New Elevations Pty Ltd

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1 Know Your Product

To build rapport with oncologists, you must have an in-depth understanding of your pharmaceutical product. This includes its mechanism of action, benefits, side effects, and the specific types of cancer it targets. Oncologists appreciate when you can provide detailed information that goes beyond the basics, demonstrating your commitment to their patients' well-being. By confidently discussing how your product fits into existing treatment protocols, you show that you are not just a salesperson but a resource they can rely on for up-to-date medical knowledge.

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Adriano Oliveira

LinkedIn Top 1% SSI I Host ??? Anamnese Podcast I Commercial Manager na Roche
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Para construir um relacionamento sólido com oncologistas, é essencial ter um conhecimento profundo e detalhado sobre o produto farmacêutico que você está oferecendo. Isso envolve compreender n?o apenas o mecanismo de a??o e os benefícios do produto, mas também os possíveis efeitos colaterais e como ele se aplica aos diferentes tipos de cancer. Os oncologistas valorizam representantes que v?o além das informa??es básicas e oferecem insights detalhados sobre como o produto pode ser integrado aos protocolos de tratamento atuais.

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2 Understand Oncology

A solid grasp of oncology is essential when conversing with cancer specialists. Familiarize yourself with the latest treatment options, clinical trials, and research in the field to converse intelligently. This knowledge not only helps you understand where your product fits into the treatment landscape but also shows oncologists that you are committed to the field of cancer care. By speaking their language and understanding their work, you create a foundation for a strong professional relationship.

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Adriano Oliveira

LinkedIn Top 1% SSI I Host ??? Anamnese Podcast I Commercial Manager na Roche
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Uma sólida compreens?o da oncologia é, sem dúvida, crucial ao interagir com especialistas em cancer. Estar atualizado sobre as últimas op??es de tratamento, ensaios clínicos e pesquisas recentes é fundamental para ter conversas informadas e relevantes. Esse conhecimento n?o só permite que você compreenda como seu produto se integra no panorama atual do tratamento, mas também demonstra aos oncologistas seu compromisso com a área e com o avan?o das terapias para o cancer. Ao conversar fluentemente sobre os desafios e as inova??es no tratamento do cancer, você n?o só ganha a confian?a dos oncologistas, mas também estabelece uma base sólida para um relacionamento profissional duradouro.

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3 Personalize Interaction

Personalizing your interaction with each oncologist is key. Take the time to learn about their specific interests, research, and patient demographics. Tailoring your presentation to reflect their clinical focus demonstrates that you value their unique perspective and are not just offering a one-size-fits-all pitch. This personal touch can go a long way in establishing a trusting relationship with oncologists, who are more likely to engage with sales professionals who show genuine interest in their work.

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Rupesh Tyagi (Ph.D)

Product Manager (AUXO) at ProcDNA, HCP-360, Medical affairs, Omnichannel, MDM, Social Listening, Business Consulting
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Oncologists have a deep desire to?treat their patients with the best therapy available and change the course of treatment for specific patients, cure where possible and when a cure is not possible to extend and improve the quality of life and provide effective palliative care. So understanding the area of interest with personalised care and having thorough knowledge of the disease area help in a fruitful discussion.

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Adriano Oliveira

LinkedIn Top 1% SSI I Host ??? Anamnese Podcast I Commercial Manager na Roche
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Personalizar sua intera??o com cada oncologista é fundamental para estabelecer um relacionamento sólido e confiável. Ao investir tempo para entender os interesses específicos, as pesquisas em andamento e os dados demográficos dos pacientes de cada especialista, você demonstra um compromisso genuíno com a prática deles. Adaptar sua apresenta??o para alinhar-se com o foco clínico e as necessidades particulares do oncologista n?o apenas mostra que você valoriza a perspectiva única deles, mas também que está oferecendo mais do que um argumento de venda genérico. Esse toque pessoal pode fazer uma grande diferen?a, pois oncologistas s?o mais propensos a se envolver com profissionais de vendas que demonstram um interesse real em seu trabalho.

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4 Respect Their Time

Oncologists' time is precious, so always be punctual and concise in your interactions. Prior to meetings, prepare a clear agenda that respects their time constraints and focuses on the most relevant aspects of your product. By streamlining your presentation to remove any unnecessary information, you ensure that every moment spent with you is valuable and directly related to their practice. This respect for their time will be appreciated and can foster a positive rapport.

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Adriano Oliveira

LinkedIn Top 1% SSI I Host ??? Anamnese Podcast I Commercial Manager na Roche
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Reconhecer que o tempo dos oncologistas é extremamente precioso é essencial para construir um relacionamento profissional positivo. Seja sempre pontual e conciso em suas intera??es, demonstrando respeito pelo tempo deles. Antes das reuni?es, prepare uma agenda clara e objetiva, alinhada com as restri??es de tempo e focada nos aspectos mais relevantes do seu produto. Ao simplificar sua apresenta??o e remover informa??es desnecessárias, você maximiza o valor de cada momento gasto com o oncologista, garantindo que sua comunica??o seja direta e pertinente à prática deles.

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5 Follow-Up Thoughtfully

After your initial meeting, follow up thoughtfully with additional information or answers to any questions they had. This should be done in a timely manner, but without being intrusive or overwhelming. Personalized follow-up emails or calls that reference specific points from your discussion show that you were attentive and dedicated to meeting their needs. Thoughtful follow-up is an extension of the rapport you've built and reinforces your commitment to a supportive partnership.

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Adriano Oliveira

LinkedIn Top 1% SSI I Host ??? Anamnese Podcast I Commercial Manager na Roche
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Após a reuni?o inicial, é crucial fazer um acompanhamento cuidadoso para consolidar o relacionamento e demonstrar seu compromisso. Envie informa??es adicionais ou respostas a qualquer pergunta que o oncologista tenha feito, sempre de maneira oportuna, sem ser intrusivo ou opressor. Personalize seus e-mails ou liga??es de acompanhamento, referindo-se a pontos específicos discutidos durante a reuni?o. Isso n?o só confirma que você estava atento às necessidades deles, mas também refor?a seu interesse em fornecer suporte contínuo. O acompanhamento eficaz é uma extens?o do relacionamento construído e ajuda a fortalecer a parceria, mostrando que você está dedicado a apoiar o oncologista e a sua prática.

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6 Educate Continuously

Continuous education is a vital part of maintaining rapport with oncologists. Offer ongoing support and updates about your product, including new research findings or changes in clinical guidelines that may affect its use. By becoming a reliable source of current information, you position yourself as more than just a sales contact; you become an integral part of their extended team focused on patient care. This commitment to education fosters lasting relationships built on trust and shared objectives.

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Godfrey M.

Medical Marketing Director at New Elevations Pty Ltd
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In addition you must ideally be representing a renowned company with a reputation of consistently manufacturing high quality innovative critical products . The above attracts top oncologists to feel confident in prescribing your product. A well advertised major launch of your product by a renowned International Oncologist is key . Your top oncologist key opinion leader should be the chair and moderator of the interactive CME. The launch needs to be attended by the local oncologists, Chemotherapy specialists , Radiologists, related health workers and top related Ministry of Health decision makers. Availability of simple and effective promotional material would be important. Opportunities for webinars would be important.

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You're introducing a new pharmaceutical product to oncologists. How can you build rapport effectively?

1

2

3

4

5

6

1 Know Your Product

2 Understand Oncology

3 Personalize Interaction

4 Respect Their Time

5 Follow-Up Thoughtfully

6 Educate Continuously

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