In a situation where a physician doesn't want to use your drug because it's too expensive, how would you proceed?

Question

Samantha Brown · Accepted Answer

"Physicians are likely always considering the final costs that their patients see and I fully understand this. In this situation, the first key things to point out to the physician are the features of the drug and how it differentiates itself from other competitors. If I can highlight that outcomes are proven to be better through clinical trials, the physician can then see that they'll feel the effects through fewer follow-up appointments with the patient and have the ability to see new patients quicker. Furthermore, discussing prescription coverages from the larger insurers and Medicare programs would be vital as well."

Samantha Brown · Answer

Hearing a physician say no to the use of your product is a commonly faced scenario for any pharmaceutical sales rep. At times, their reasoning simply comes down to cost and the fact that there is a cheaper option out there. Your interviewer wants to hear that you have the right sales pitch to convince the physician that your product is the right one for the patient.

Samantha Brown · Answer

Your ultimate goal as you answer this question is to change the physician's perception of the value of your product. Tell the interviewer that you would acknowledge the physician's concern about the price and describe the benefits of your product based on the information that you know about the drug. The key point you want to make is that you will carefully explain all of the benefits of your drug and how the increased cost will still help provide a better outcome for the patient. Because closing the sale is important, let the interviewer know about your ability to gain agreement and ask the physician for a commitment to prescribe your product.

Anonymous User · Answer

"It is important to acknowledge the fact the drug is more expensive. However, what is most important is the reliability and effectiveness of the drug. A better product that can help a patient may actually be less expensive in the long term. I would present case studies and research to show the physician the effectiveness and quality of the drug. A patient's quality of life is the main concern."

In a situation where a physician doesn't want to use your drug because it's too expensive, how would you proceed?

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30. In a situation where a physician doesn't want to use your drug because it's too expensive, how would you proceed?

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