Important consideration while preparing for partnership with doctor are as follows.

• Comprehend what stage the specialist is on the customer adoption process.
• Realize the selection style of your client for your item
• Realize your client’s personality style
• Realize your own personality style
• Know the status of your relationship with the client
• Have set goals for the communication
• Comprehend what you will present to the client to add value

CUSTOMER ADOPTION PROCESS

Customer adoption process can be defined as the response time a doctor is willing to adopt new products, ideas, or changes. The process is explained by the diagram below.

WAYS TO IDENTIFY THE STAGE OF CUSTOMER ADOPTION

• Questions asked by the customer is an important signal used to identify the stage of customer adoption.
• Answers and Responses given by the customer about the question asked by the medical representative can be used as an identifier.
• Adoption level of customer largely depends upon the product price too.
• Digital activity and content usage influences customers adoption level.
• Peer and Colleague Adoption is a important factor.
• Information from Pharmacy in limited markets can be used to access the adoption level.

BENEFITS OF UNDERSTANDING THE STAGE OF ADOPTION

• Set logical, targeted Sales Call Objectives.
• Conduct a sales dialogue with the doctor that will move them through the steps of adoption Process
• Select and use the most appropriate promotional activities
• Optimize sales for company’s products

PERSONALITY STYLE OF CUSTOMER

KEY TAKE AWAY

• Preparing for the Partnership is a key element in the Sales Cycle.
• Understanding the Doctor’s Stage of Adoption and Adoption Style will enable you to set realistic & appropriate objectives.
• The individual personality styles of you and your customer factor into how to approach and build the relationship.
• Over time, with the appropriate behaviors and communications, relationship tension will drop and respect will increase allowing you to capitalize on your relationship with the doctor