Mock Call: The Prescriber Who Spreads the Business
A scheduled office visit with Dr. Malhotra, one of the highest-volume biologic prescribers in your territory for severe asthma. Your predecessor’s transition notes (1 NBRx = 1 new biologic start): over the last 6 months she started 6 patients on Revalair, 4 on Enzavi, and 2 on Boslera — a deliberate spread, not an accident. She likes you, she likes your product, and she likes everyone else’s too. Assume Revalair is well covered for her panel. Rapport is not your problem; preference is. Your objective is to understand how she decides which biologic a given patient starts on, find the patients her even-handed approach serves least well, and earn a commitment that Revalair becomes her first biologic conversation for a defined patient type.
- 15 min session
- Difficulty: medium
- 4 objections
The scenario
Dr. Priya Malhotra, a well-regarded pulmonologist who genuinely enjoys her relationships with industry representatives. She is warm, unhurried within the visit, and easy to talk to — which is exactly the trap: a pleasant call with her feels like progress but changes nothing. She practices shared decision-making with patients and believes spreading her biologic starts across products keeps every option and every support program available to her patients. She is not adversarial and never quizzes reps on data; her resistance is philosophical and relational, delivered with a smile.
A scheduled office visit with Dr. Malhotra, one of the highest-volume biologic prescribers in your territory for severe asthma. Your predecessor’s transition notes (1 NBRx = 1 new biologic start): over the last 6 months she started 6 patients on Revalair, 4 on Enzavi, and 2 on Boslera — a deliberate spread, not an accident. She likes you, she likes your product, and she likes everyone else’s too. Assume Revalair is well covered for her panel. Rapport is not your problem; preference is. Your objective is to understand how she decides which biologic a given patient starts on, find the patients her even-handed approach serves least well, and earn a commitment that Revalair becomes her first biologic conversation for a defined patient type.
Opening line
“Well, if it isn't my favorite new specialist — come in, sit down. How are you settling into the territory?”
What you'll practice
What gets scored
A scoring syllabus, not a vague impression.
Scoring syllabus
6 graded modules
01Discovery & Pre-call Insight
15%
Whether the rep converted a friendly call into real discovery of her decision process and her unmet steroid-dependent segment.
02Clinical & Guideline Selling
25%
Whether the rep used the RECLAIM steroid-sparing data (and REVEAL where relevant) accurately, tied to her specific patients.
03Objection Handling
20%
Use of LISTEN-ACKNOWLEDGE-EXPLORE-RESPOND against warm, philosophical resistance — even-handedness, taper fear, and relationship economics.
04Habit-Change Persuasion
15%
Ability to move a deliberate share-spreader to preferred positioning for one defined segment without asking for exclusivity.
05Closing & Gaining Agreement
15%
Whether the rep asked directly for a bounded prescribing commitment and secured it despite the warmth of the call.
06Communication & Rapport
10%
Warmth with purpose: staying professional and directed with a provider whose friendliness invites drift.
Expect these pushbacks
You know my philosophy — every one of these products has a place, and I like keeping all of you engaged with my practice. My patients do well across the board. What's wrong with that?
Honestly? I lay out the options and let the patient react. If I'm being fair, whichever program helped my last patient probably gets a warmer introduction. Is that so bad?
I do have a handful of patients who've been on prednisone for years. But they're stable, and every time I've tried to taper someone like that it gets messy. Why would I rock that boat?
You realize if I start leading with your product for those patients, the other companies notice. Their programs support my patients too. I can’t afford to burn those bridges.
Questions before you start
Know exactly what happens next.
No mystery trial, surprise subscription, or generic practice prompt.
Is this template free to practice?
Yes. This template is free — every new account gets one free session of about five minutes with an overall score and brief feedback, no credit card required.
How does scoring work?
Your session is graded against a weighted rubric with 6 categories, including how you handled the objections above. Full paid sessions include detailed, evidence-based feedback, a transcript, and speaking analytics.
What happens after I finish?
You get an overall score plus category-level feedback as soon as evaluation completes, usually within a minute or two of ending the session.
Can I redo this template?
Yes. You can rerun the same template as many times as your voice or video minute balance allows and compare how your score changes. Purchased minutes never expire.