Science lessons

Diagnosis
Having doctors respect your science knowledge is no easy feat.

Prescription
Taking cues from medical-science liaisons are the first steps to equal footing.

I WAS WORKING AS A new sales rep, when a doctor I called on had some tough, high-science questions for me. My manager suggested that I bring in our local medical-science liaison (MSL) to meet with the doctor. The MSL (also known as a health-science associate) agreed to work with me for a day, and while we worked, I simply couldn't believe the instant rapport he had with the physicians! They seemed to lean forward when he spoke, listening intently to what he had to say, giving him all the time he wanted!

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