Successfully Handling KOL objections

Author(s): Kimberly Cremers & Kevin O’Connor

What’s your first reaction when challenged by a KOL? What is your gut reaction? The art of being an MSL involves turning uncomfortable moments into meaningful insights valuable to your company and, more so, to the physician’s patients.

Gaining a deeper understanding of the actual concern can strengthen your KOL relationships by turning this “objection” into a meaningful discussion by asking the right questions. The best MSLs shine through these times and gain valuable insights in the process. In fact, those MSLs want the physician to object! Nora Dunne, actress, director, and SNL alum, said, “Your job is not to please the audience; your job is to engage the audience.” And it is in the engagement that they will be pleased. Don’t shrink, engage! Here are some ideas on how.