Navigate medical sales meetings with oncologists and dermatologists by addressing their unique objections effectively.

First of all, this scenario is unlikely to occur. Generally, such different specialties would not be included in the same sales call. If indeed it did, I would first attempt to determine which specialty was most important from a patient need and discuss that first - after asking the 2nd customer to either hold or reschedule, if they did not have the time or interest to stay in the meeting. Both customers are interested in clincal trial data, safety, and patient impact. Knowing data for both products is paramount in importance. Tailoring the oncology call to patient outcomes, cost and ease of use will also be of benefit to the derm customer. Being concise and closing for follow up with both will advance sales in with both customers.

Last updated on Aug 26, 2024

You're in a sales meeting with an oncologist and a dermatologist. How do you handle objections from each?

When you're in a sales meeting with an oncologist and a dermatologist, you're dealing with highly specialized professionals who have distinct concerns and needs. The key to handling objections effectively is to understand the unique perspectives of each specialty. Oncologists focus on treating cancer, which often involves complex treatment regimens, while dermatologists deal with skin-related health issues, which can range from cosmetic concerns to life-threatening diseases like melanoma. Tailoring your approach to address each specialist's specific pain points is essential for a successful medical sales conversation.

1 Understand Oncology

Oncologists are concerned with the efficacy and safety of treatments for their cancer patients. When faced with objections from an oncologist, your priority is to provide comprehensive data that speaks to the clinical benefits of your products. Emphasize how your offerings can contribute to patient outcomes and streamline the oncology treatment process. Be prepared to discuss clinical trial results, side effect management , and patient support programs . Your ability to articulate the value of your product in the context of oncology care will be crucial in overcoming objections.

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Lisa Croissant

Leading through Change, Inspiring Action, Making a Difference as a Sales and Training Leader
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First of all, this scenario is unlikely to occur. Generally, such different specialties would not be included in the same sales call. If indeed it did, I would first attempt to determine which specialty was most important from a patient need and discuss that first - after asking the 2nd customer to either hold or reschedule, if they did not have the time or interest to stay in the meeting. Both customers are interested in clincal trial data, safety, and patient impact. Knowing data for both products is paramount in importance. Tailoring the oncology call to patient outcomes, cost and ease of use will also be of benefit to the derm customer. Being concise and closing for follow up with both will advance sales in with both customers.

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2 Address Dermatology

When engaging with a dermatologist, objections might revolve around the versatility and effectiveness of treatments for various skin conditions. You must be ready to discuss how your products can benefit a wide range of patients, from those seeking cosmetic improvements to those fighting serious skin diseases. Highlighting the adaptability of your product line, providing evidence of patient satisfaction , and discussing long-term benefits can help mitigate concerns. Dermatologists value treatments that offer both immediate and lasting results, so focus on demonstrating the sustained value of your products.

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Marissa Del Priore

Regional Sales Manager at Urban Decay Cosmetics
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Skin care is one of those things where the client wants immidiate gratification but you know it’s a marathon not a sprint. Mitigating that and talking short term and long term is a must.

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3 Tailor Communication

Effective communication is about listening as much as it is about speaking. To handle objections from both oncologists and dermatologists, you need to actively listen to their concerns and respond thoughtfully. Each specialist will have different priorities; oncologists might focus more on survival rates and quality of life, whereas dermatologists may be more interested in patient compliance and long-term efficacy . By tailoring your communication to address these unique concerns, you can build trust and credibility.

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4 Leverage Data

Data is a powerful tool in medical sales. When an oncologist or dermatologist raises objections, counter with solid data and research that supports your product's claims. This could include information on clinical trials, peer-reviewed studies, or real-world outcomes. Ensure that the data is relevant to their specialty and addresses their specific concerns. By presenting data in a clear and concise manner, you can help specialists make informed decisions about incorporating your products into their practice.

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5 Build Relationships

Building strong relationships with healthcare professionals is vital. When an oncologist or dermatologist objects to your product, see it as an opportunity to deepen your relationship by understanding their needs better. Show empathy for their challenges and demonstrate a commitment to supporting them beyond just making a sale. This approach not only helps in overcoming current objections but also lays the groundwork for future collaboration and repeat business.

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6 Offer Support

Finally, offering robust after-sales support can help alleviate any lingering concerns. Both oncologists and dermatologists will appreciate knowing that you're there to assist with patient education, navigating insurance processes , or troubleshooting any issues that arise with your products . Providing exceptional support can often turn a skeptic into an advocate, as it shows your commitment to both the healthcare provider and their patients' well-being.

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You're in a sales meeting with an oncologist and a dermatologist. How do you handle objections from each?

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1 Understand Oncology

2 Address Dermatology

3 Tailor Communication

4 Leverage Data

5 Build Relationships

6 Offer Support

Medical Sales

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