23 Powerful Questions Every MSL Should Ask to Gather Better Insights
Great MSLs don’t just collect data. They ask better questions that uncover the why behind an HCP’s decisions. And have mastered the art of asking questions in a way that doesn’t feel annoying, scripted, or intrusive.
When MSLs ask better questions, they gather decision-grade insights. The kind that reveal motivations, barriers, and opportunities that can actually shape strategy. Those insights build trust, strengthen relationships, and create clarity across teams.
But here’s the challenge: company insight questions don’t always flow in real conversations.
MSLs need a simple way to guide discussions toward those topics naturally. That’s where the MSL Conversation Funnel comes in, helping you start Broad, go Deep, and Clarify so insights unfold naturally.
Enter your info into the form to get the MSL Conversation Funnel and 23 questions every MSL should ask.
Asking Great Questions Leads to Great Insights
23 Questions for MSLs to Have in Their Toolbox
Below are a few examples from the 23 Powerful Questions list, questions that help you explore the landscape, understand the why, and create alignment. This MSL Conversation Funnel methodology makes your company insight questions flow naturally.
Broad (Explore the Landscape)
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What’s on your mind lately?
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What’s working well?
Deep (Understand the Why)
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What’s driving that perspective?
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What factors influence your approach?
Clarify (Create Alignment)
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So, to confirm, is the main issue X?
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What impact is that having?
Summary: Conversation Framework & 23 Questions Every MSL Should Ask
Having great questions in your toolbox is only part of the story. The real magic happens when you guide the conversation that follows: listening, pausing, and connecting what matters to them with what matters to your team.
That’s exactly what the Question Mastery training helps Medical Affairs teams do:
Build trusted, insight-rich conversations that drive strategy and collaboration.
Interested in bringing Question Mastery to your team?
Contact me to learn how this interactive training helps MSLs turn every conversation into trust, insight, and collaboration.
More Free Resources to Help You Gather Insights
GET THE CHEAT SHEET
MSLs need to have many ways to uncover KOLs motivations without acutally using the word, “why.” Here’s how.
INSIGHTS YEARLY REVIEW TEMPLATE
Use this template to reflect on your insights wins, where you need to improve & to make a game plan.
MSL OMNICHANNEL INSIGHTS
Understand your HCPs’/KOLs’ communication preferences. Use this to have better interactions and gather great insights.
Written by Patrina Pellett, PhD
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