Michael Kessler

Michael Kessler is a physician and is president and CEO of the Atlanta-based Medical Communications Center. He conducts beginning, intermediate and advanced sales training workshops for the pharmaceutical, medical product and device industries. He can be reached at MKessler@repsuccess.net or (404) 257-1251.

Articles

Do you know your doctor's style?

Pharmaceutical Representative

Profiling the physicians you sell to.

Can you overcome these objections?

Pharmaceutical Representative

A physician's advice on countering objections.

Are you asking smart questions?

Pharmaceutical Representative

Focus groups reveal docs want better queries.

Stop! Don't tell me about another study!

Pharmaceutical Representative

Have you been hearing this from doctors? "Stop, I don't want to hear about your study!" If so, you're not alone.

A doctor's sales do's and don'ts for reps

Pharmaceutical Representative

A physician looks at the best way to approach a sales call.