Objection Handling for Field Medical Professionals

In this episode, Linda Traylor joins Tom Caravela to delve into the art of objection handling for MSLs. They explore the nuances between MSLs and sales teams, introducing a structured approach known as the 5 e's framework. Emphasizing the significance of pre-call planning, the discussion highlights common pitfalls and strategies to prepare for frequent objections. The conversation underscores the value of team practice and the influence of MSL opinions, while stressing mentorship and collaboration. The episode wraps up with a teaser for an upcoming book review on negotiation tactics, inviting listeners to engage and apply these insights.

My guest today is Linda Traylor, Sr Principal Medical Affairs at IQVIA and we discuss objection handling for MSLs and field medical professionals.

Linda shares…

👉 How objection handling for MSLs is different than objection handling for sales reps
👉 The framework MSLs should use for objection handling
👉 What mistakes MSLs make in handling objections
👉 If MSLs should address and handle every objection
👉 The importance of preparation and pre-call planning
👉 Typical examples of objections from KOLs

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MSL Talk is a podcast that features helpful information for current Medical Science Liaisons, Medical Affairs leaders, job seekers looking to break into the pharmaceutical industry in their first MSL role as well as anyone interested in hearing good industry conversation and medical affairs discussions.

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(0:00) Introduction and guest introduction
(0:38) Background and understanding of objection handling
(5:02) Objection handling differences: MSLs vs. sales teams
(7:43) Framework for objection handling: The 5 e's
(15:17) The role of pre-call planning in objection handling
(20:48) Common mistakes in objection handling
(23:07) Preparing for common objections
(25:26) The importance of team practice in preparation
(27:00) The role of MSL opinions in objection handling
(29:07) Mentorship and teamwork in handling objections
(30:23) Upcoming book review on negotiation tactics
(31:42) Closing remarks and call to action