Author | 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

Think like a doctor

Pharmaceutical Representative

Article

Getting into the M.D. mind-set

Do you know your doctor's style?

Pharmaceutical Representative

Article

Profiling the physicians you sell to.

Can you overcome these objections?

Pharmaceutical Representative

Article

A physician's advice on countering objections.

Are you asking smart questions?

Pharmaceutical Representative

Article

Focus groups reveal docs want better queries.