Page 8 - fall ed

DIABETES CORNER COMPETITIVE SELLING WORKSHOPS
Pearls of wisdom from our recent District Meetings...
We reached out to all the DCS Managers and it was unanimous that the engagement and participation was extremely high. Everyone felt that we just don’t get together enough!
During our meetings, we discussed how we Engage, Add Value, & Drive Action. CV data is key!
Monica Alvarado (Manager: Veronica Gatica) shared that she uses the unbranded NovoCare CVD patient trifolds (especially the “Am I at Risk for Stroke”). This allows me to focus on how at risk patients are of CVD. From there I hard stop and go into a product discussion (Sustain 6/Pioneer 6). Once I close for the business, I ask to leave the Ozempic CV tear sheets in each exam room to serve as a reminder and a resource for the provider to discuss with the patient the benefit Ozempic has to offer that differentiates it from the competition.
Vicki Parker (Manager: Jennifer Schneider) shared that she opens with the IVA presenting the CVD statistics and risk, asking the provider “How many of your patients with T2D are at risk for CVD?” Emphasizing how important it is to treat the patient with a product that has a cardiovascular indication. Using the IVA 26% fewer mace focusing on the 39% significant reduction in rate of nonfatal stroke. Present the trizone data and then close for the Ozempic business for all new starts.
Then lead into a discussion of their Medicare Part D patients and the benefits of Rybelsus for that patient. Using the IVA intro page “when metformin is not enough”. So many Medicare Part D patients are not on a GLP1 and could benefit from being on Rybelsus, the only GLP1 pill available. In addition to the benefits, when applicable also focusing on the coverage page in our IVA- 97% of the Commercial and Medicare Part D patients in your area have coverage.
At the end of every discussion...You want to be able to answer YES! to the question: Have I earned the right to ask for the business?