May 3, 2016


This week I was involved in a new sales representative training. There was a segment on how to challenge a prescriber when they don’t seem to really be expressing their true feelings about the use of a certain drug. It wasn’t the kind of challenge we think of where the sales person quizzes the prescriber on the drug and the reasons he would or would not use it, and then tries to bully the company line on the doctor.

It was a totally different kind of challenge where the sales person actually asked the doctor what was the important outcome for the patient and how they were going to get them there. The whole purpose was to find out what was important to the doctor and then focus on that.

We are often encouraged to do this with our patients except we call it motivational interviewing, and if you need a good example of how that can work for your patients, be sure to read this week’s Disaster Avoided.

Your partner in diabetes care,
Dave Joffe