Teva Respiratory Orientation Guide June 2014 | Seite 24

Respiratory Orientation GuideQX8_Layout 1 11/20/10 8:31 AM Page 29

Gear 2: Probing

Gear 3: Listen and Learn

• Uncovers information about a health care
provider to assist in the call continuum and
increased product utilization.

• Remember the following tips during the listen
and learn step

• Probing questions will:
- Uncover relevant information about the
provider’s practice, patients and benefits
- Drive a proactive sales presentation
- Dictate the landscape of the call and allow
you to sell effectively
- Have a strate