23 Questions for MSLs in 2023
A defining characteristic of a great MSL is the ability to ask great questions. They have mastered the art of asking questions in a way that doesn’t feel invasive and uncovers the why behind a doctor’s decision-making process.
Insights that get to the root cause of HCPs’ beliefs are so valuable because they can be acted on. With this info companies can make better decisions.
Asking the right questions is a skill that takes time to develop. This downloadable resource is here to help. Download for free. Here is a sample of the 23 questions for MSLs in 2023 to help them have more meaningful conversations and gather great insights.
Asking Great Questions Leads to Great Insights
23 Questions for MSLs to Have in Their Toolbox
What's on Your Mind?
See what’s important to your HCP at the time. This will help you learn what to focus on and how to add value.
What concerns you the most?
This question is great for uncovering the real issue or challenge and getting to the why.
What is working well? Why?
Great insights also include positive aspects. Don’t only focus on the negative.
What is missing in your Practice/lab?
Use this question to uncover where they may need help.
And what else?
Often the first thing mentioned is not the real issue/challenge/thought. This question helps you dig deep to uncover the why and get a great insight
What could we do?
Have questions for discovering potential solutions from your HCPs. Insights with solutions are goldmines.
Summary
Not all questions work in all situations. Having a set of go-to questions will help MSLs always be ready to drive the conversation toward how to continue to add value, get to the why and gather great insights in any situation.
Download the 23 Questions for MSLs in 2023 resource and use the notes section on the side to add the questions that work best for you.
Please share your great questions in the comments below!
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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