High Impact Communication
The High Impact Paradigm Shift
Yesterday’s Prerequisites  |
Today’s Prerequisites  |
| The doctor listens | The doctor is facing a proliferation of informations / products: multiple calls / reps |
| The doctor takes part in discussion | The doctor doesn’t listen or he pays little attention / Recall Test |
| The doctor has needs | The doctor raises insincere objections |
| The doctor wants to get information | The doctor gets frustrations from the new patient behaviors |
| The doctor is co-operative | Pharmacists may be enemies (generics), tough clients |
High Impact Communication is
| Not About | About | ||
 |
Being aggressive |  |
Impact |
| |
Annoying Customers | |
Memorability |
| |
Being passive | |
Stickability |
| |
Just being nice | |
Daring to Change |
| |
Being Valued | ||
| |
Being Appreciated | ||
| |
Changing Behaviour | ||
| |
Selling more |
