Typology in pharmacy conversations: striking the right tone

Why the same promotion should be explained differently to two owners, and how that stays fair.

4 min read

Some owners want to see the numbers first, others the story behind them. Some decide spontaneously, others need time and documents. Experienced field reps sense this. New team members have to learn it first.

Four questions, one conversation tip

SIMON asks about four dimensions: extroverted or introverted, practical or theoretical, logical or feeling, spontaneous or planned. For each question, "How do I recognise this?" helps with observable traits. The result is a type with conversation tips and suitable phrasing.

How it works in the conversation

• The contact's type is already shown in the visit preparation
• Presentations can be adapted in tone to the contact; without a type, they are presented neutrally
• If the assessment of the next contact is missing, a hint reminds you

Fair and transparent

A type assessment is a professional assessment of a person. That is why clear rules are part of it: a data protection notice, a deletion period and the right to information. In the customer view, type hints are always hidden.