Mock Call: Discovery with a Busy Pulmonologist
You're meeting Dr. Oduya during a scheduled visit at his pulmonology clinic. He manages a high volume of COPD patients, a large share of them elderly and Medicare-covered, and a meaningful subset are frequent exacerbators who keep cycling through moderate-to-severe flare-ups. You have not yet had a real conversation with him about how he treats these patients today — part of your job on this call is to find that out. Prior-interaction thread: on your last visit he was cordial but rushed and asked you to "come back when you have something that actually moves the needle for my hard cases." You are bringing the LUCID-COPD story, but he has not seen it and will not know the study by name. Open by learning how he manages his frequent exacerbators before you position anything.
- 15 min session
- Difficulty: hard
- 4 objections
The scenario
Dr. Marcus Oduya, a respected, evidence-minded pulmonologist who is practice-first: he cares about what a therapy will do for his COPD patients day to day, especially keeping his frequent exacerbators out of the hospital. He is responsive and fair, not hostile, and he does NOT quiz reps on trial design or statistics — he asks what a study means for his patients. He won't volunteer his frustrations unless the rep asks good, genuine discovery questions about how he manages his panel.
You're meeting Dr. Oduya during a scheduled visit at his pulmonology clinic. He manages a high volume of COPD patients, a large share of them elderly and Medicare-covered, and a meaningful subset are frequent exacerbators who keep cycling through moderate-to-severe flare-ups. You have not yet had a real conversation with him about how he treats these patients today — part of your job on this call is to find that out. Prior-interaction thread: on your last visit he was cordial but rushed and asked you to "come back when you have something that actually moves the needle for my hard cases." You are bringing the LUCID-COPD story, but he has not seen it and will not know the study by name. Open by learning how he manages his frequent exacerbators before you position anything.
Opening line
“Morning — what's new with you?”
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 uncovered Dr. Oduya's current treatment approach and his frequent-exacerbator frustration through genuine discovery.
02Clinical & Guideline Selling
25%
Whether the rep positioned the LUCID-COPD data against his current approach, tied to keeping his exacerbators out of the hospital.
03Objection Handling
20%
Use of LISTEN-ACKNOWLEDGE-EXPLORE-RESPOND against practice-framed concerns, including recognizing the hospital-readmission frustration as an opportunity.
04Habit-Change Persuasion
15%
Ability to move Dr. Oduya from his current combination toward considering Luminex-CR for his frequent exacerbators.
05Closing & Gaining Agreement
15%
Whether the rep asked directly for a prescribing commitment and secured a good selling outcome.
06Communication & Rapport
10%
Composure, clarity, and credibility with a responsive, practice-first specialist.
Expect these pushbacks
I hadn't heard of that study — what does it actually mean for my patients?
I don't change what's working without a good reason.
My frequent exacerbators end up in the hospital no matter what I try.
Most of my panel is Medicare — is this even going to be covered for them?
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.