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Call Doc

Pre-Call Plan

Date

Customer

Behaviour Style

Please Select
Yellow
Red
Green
Blue

Procedure Focus

Primary Call Objective

Backup Call Objective

Current Situation

What business issues, challenges and/or market place trends are impacting this customer? What additional resources can you consult to prepare for this meeting?

Ablauf

1. Allgemeine Fragen

2. Probing Questions
Situation:

Proof Sources

Desired Commitment

Post-Call Analysis

Did you on a scale from 1 to 10…
Gain trust and rapport
Validate your claims
Interview and get agreement
Identify and negotiate objections
Demonstrate physician or patient benefits aligned to needs identified
Close for an actionable next step

Needs Discussed

Concerns or Objections

Action(s) the surgeon agreed to take

Follow-up actions required

Additional Notes: