How MSLs can ask better questions to KOLs

As an MSL you will ask a lot of questions. Asking too many questions becomes an interrogation and no one likes to be interrogated. 

Bad Example

MSL: Hi Prof. Hope you are well today. As mentioned in my email, I'd love to discuss challenges in patient adherence to treatment and what factors you see as important? 

KOL: In my experience, X is an important factor in patient adherence to treatment.

MSL: Why is that?

KOL: Hmmm, well it might be because of [insert slightly rushed answer as KOL had no time to think]

So, how can avoid this situation and instead gain valuable insights and further develop the relationship with the KOL?

 Use this template:

1. Repeat the insight

2. Add your opinion 

3. Ask open question & wait for the KOL to give you golden insight. 

Good Example

MSL: Hi Prof. Hope you are well today. As mentioned in my email, I'd love to discuss challenges in patient adherence to treatment and what factors you see as important? 

KOL: In my experience, X is an important factor in patient adherence to treatment. 

MSL: Interesting you mention X an important factor in patient adherence to treatment (1. Repeat the insight). 

I also read Prof. Ryan's publication which noted that Y can also be an important factor (2. Add your opinion). 

I'd love to get your opinion on this (3. Open question & wait for golden insight). 

KOL: Yes, of course. You see the reason X is important is [brilliant potentially strategy changing insight]. With regards to the work of Prof. Ryan [additional valuable insight which adds further context to patient adherence to treatment]. 

****

Practice this technique for your next KOL meeting and after a while it will become second nature to you and you will gain even more valuable insights and develop better relationships with KOLs.

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