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Pre-Call Preparation Worksheet: Facts and Information (Physician Call Notes)
Pre-Call Preparation Worksheet: Facts and Information (Physician Call Notes)
General
Blue Yellow 1. Source of Business (Sp.)
(FACTS) (FUTURE)
What Why Orthopedic
Green RED 2. Segmentation (Potentiality – Adoption)
(FORMS) (FEELINGS AC -
HOW )
WHO 3. Ladder of Adoption - Treatment Adoption
User
4. Thinking Preference
5. Paradigm
Yellow
What types of patients does physician treat (which PP)?
Low back pain + Orthosurgery
Scoring: “1” Never doing (0%), “2” Sometimes doing (25%), “3” Often doing (50%),
“4” Usually doing (75%), “5” Always doing (100%)
TCFS Skills Model Observation Top Two Strengths (S) /Areas for
Score Development (D)
Pre call preparation 4 Review last call note
Review last call note Ask Effectively about the
Ask Effectively about the Feedback Feedback
Set SMARTER Call Objective Set SMARTER Call Objective
Plan for the Call Strategy
/
Prepare the suitable Resources
Review the Appearance/ Behavior. Plan for the Call Strategy
Opening 3 Introduction
Introduction Personal Touch Point
Personal Touch Point
Initiate Call Continuity /
Initiate Call Continuity
Agenda & Timeframe Agreement