Pre-call Preparation Worksheet

Facts and Information (Physician Call Notes)

Date:
Med. Rep. Name: Fahad Farhan
8/03/2022

Customer Name:
Dhyaa
General
1. Source of Business (Sp.)
Blue Yellow
(FACTS) (FUTURE) Dentisi
What Why 2. Segmentation (Potentiality – Adoption)
Green RED AC
(FORMS) (FEELINGS
HOW ) 3. Ladder of Adoption - Treatment Adoption
WHO loyal
5. Paradigm
4. Thinking Preference :
Yellow  What types of patients does physician treat (which PP)?
Dental pain

 How does physician manage his/her patients (categorizing)?

Paracetamol mild – Moderate ( fast flam + Rapidus )
 What treatment algorithms does physician follow (Feedback)?
No availability feedback only orders every End of month
Daily – Plus the Feedback
1. What was the Last agreed Commitment
He promised me to Give advantages for All Moderate cases
2. Call Objective (SMARTER)
Taking moderate cases .
3. Call Strategy
 Why do you think the customer is Rx. The competitor?
Based on Pt situation
 What’s your differential advantages versus this competitor ?
availability + onset of Action + visit + Activity
 4. What the Resources will you use
Activity
 TCFS Model Evaluation Checklist
Rep. Name : fahad Date08/03/2022
Scoring: “1” Never doing (0%), “2” Sometimes doing (25%), “3” Often doing (50%),
“4” Usually doing (75%), “5” Always doing (100%)

TCFS Skills Model Observation Top Two Strengths (S) /Areas for
Score Development (D)
Pre call preparation 4 Review last call note
 Review last call note Ask Effectively about the
 Ask Effectively about the Feedback Feedback
 Set SMARTER Call Objective Set SMARTER Call Objective
 Plan for the Call Strategy
 Prepare the suitable Resources
 Review the Appearance/ Behavior.

Opening 4 Introduction
 Introduction Personal Touch Point
 Personal Touch Point
 Initiate Call Continuity /
Initiate Call Continuity
 Agenda & Timeframe Agreement

Exploring 3 Create Additional Needs

 Patient Availability & Number
 Patient Profiling Patient Profiling
 Explore Customer Paradigm –
Needs /
 Create Additional Needs Patient Availability & Number

Presenting Message/Solution 4 Asked for the customer

 Features and Benefits agreement
 Using the right resources /
 Asked for the customer agreement Using the right resources

Identify & Overcome Obstacles 4 Verify

• Listen and Acknowledge
• Clarify
• Answer
• Verify

Close on Every Call 4 Strong Commitment

• Summary Clarify Summary
• Confirm Agreement
• Commitment

Total Average Score 3.8

Presenting
Closing
Message / Handling on every
Closing on
Opening Exploring Objections Every call
Solution Call