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Uncovering Provider Needs. Session 5. Uncovering Provider Needs. Session 5: Objectives Learn new techniques you can use to uncover providers unmet needs Practice using these techniques to engage in a more open dialogue with providers. Discuss:.

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uncovering provider needs1
Uncovering Provider Needs

Session 5: Objectives

  • Learn new techniques you can use to uncover providers unmet needs
  • Practice using these techniques to engage in a more open dialogue with providers
slide3

Discuss:

  • What is the difference between open-ended and closed-ended questions?
open ended and closed ended questions get different results and feel different to providers
Open-ended and closed-ended questions get different results – and feel different to providers

How it feels to providers

How it feels to providers

  • Expand the dialogue
  • They invite the other person to tell you more
  • End the dialogue
  • Only get you the specific answer you’re asking for (at best!)

Open-ended questions…

  • You care about their opinions and feelings
  • You care about what they think is important
  • You see them only as a source of information
  • You are judging them (answer is right or wrong)

Closed-ended questions…

open or closed
Open or Closed?
  • Do you insert IUDs?
  • How many patients ask for injectables?
  • Are you satisfied with injectables?
  • Do your patients ask for IUDs?
  • Do you counsel for IUDs?
  • Have you heard of Medabon?
  • Do you use Medabon?
  • Do you use MA drugs?

How can we make this questions more open?

tips for asking open questions
Tips for Asking Open Questions?
  • How do you …..?
  • What has been your experience with……?
  • What is your opinion about …….?
  • How do you feel about …….?
  • When do you ………?
  • Describe …..
  • Tell me about …….
  • For which type of clients do you……?
  • What would happen if ……?
example questions to ask to uncover needs
Example questions to ask to uncover needs

Advocacy

  • If the provider is currently at the “interest” stage…
  • Opportunity: Which clients do you think this might help the most? Which clients are telling you that they\'re interested in trying this?
  • Ability: How comfortable do you feel with starting to do this? What other training or information do you think you need?
  • Motivation: What do you think would happen if you went ahead and tried this with one client? How do you feel about trying it?

Adoption

Trial

Interest

Awareness

slide8

Exercise: Practice Using Open ended questions

  • Form groups of 3 people
  • In each group,
    • One person should be the Medical Detailer
    • One person should be the Provider
    • All others should be Observers
  • Providers should quickly read one of the Provider Cards to understand their role. Do not share the card with anyone else!
  • Medical Detailersshould ask open-ended questions to uncover:
    • What stage of adoption is the provider in?
    • What are the needs that are preventing the provider from moving to the next stage?
  • Observers:
    • Count the number of open-ended and the closed-ended questions asked
    • Give feedback to the Medical Detailer on what worked and what didn’t
  • After 5 minutes, switch roles
slide9

Exercise: Using Provider Strategy Planner

  • Review the Provider Strategy Planner
  • Complete the Uncovering Needs section of the Provider Strategy Planner based on what you know about this provider
    • Do not go further right now!
  • Share itwith the group
uncovering provider needs session recap
Uncovering Provider Needs Session Recap
  • Open-ended questions can help you to expand the dialogue
  • Open-ended questions allow you to discover more about provider needs and practices
  • Open-ended questions can uncover needs related to opportunity, ability, and motivation
  • It can be hard to ask open-ended questions!

How it feels to providers

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