Thank you Dr Vijaya ratna.

This strategy was taught to me by my first mentor Late Mr Krisahnan.

I owe my apology to him for not mentioning my contact with him in my earlier blogs.

I solute him even now. The college had taught me the subject but Mr Krishnan had taught me 'Survival technique' in this world.

Its unfortunate none of my teachers had field experience to share with the students.

Still, I solute all my teachers with due respect and regards.

After passing B Pharm from Government College of Pharmacy in 1969, I joined as Medical representative in a company called Sterling Agency, Bangalore for LA-MEDICA products.

Mr Krishnan the most experienced in the pharma market and who had very high credibility in the pharma and doctors circle of those days was my sales manager. He had earlier served in HOEXT pharmaceuticals for very long years as a sure and successful top level marketing Manager.

He gave me 15 days intensive training.

His advise was;

1. 'NEVER HURT THE EGO OF THE DOCTORS IF YOU WANT TO SUCCEED'

2. Always use "'YES BUT' technique". - that means, first say YES to what they say and then say, But ..... (Whatever you want)

3. Approach them as a supporter or a helper.
[Can I help you doctor with some of my products?, Doctor, I have a new product to support your practice etc..]

- These three point formula was a big brain-wash for my class room teachings which had boosted my ego to an abnormal level.

I really succeeded with the use of these 3 formula in finding a seat on par with doctors through out my service and enjoyed the job, position and the post.

The students should never be told that 'They are experts in drugs, their duty is to correct the prescription etc..

On the contrary, we should tell them that we pharmacist are one of the supporting staff in the hospital. We should help the doctors and nurses to have correct information on matters like drug identity, dosage, cost effectiveness etc.

While talking to the patient, seek his permission 'May I help you' and then do the counciling not in the instruction or teaching mode but in a helping mode.

" Sir, let's understand the prescription so that it is easy for me to give you the medicine and easy for you to take the medicine" - this is only one sample.

Thank you again for your comments.