Michael Kessler

Michael Kessler is a physician and is president and CEO of the Atlanta-based Medical Communications Center. He conducts beginning, intermediate and advanced sales training workshops for the pharmaceutical, medical product and device industries. He can be reached at MKessler@repsuccess.net or (404) 257-1251.

Doctors need all the clinically relevant information in proper sequence before they can commit to using a product

Interacting with doctors can give reps a world of worries and questions. Who better to answer these questions than physicians themselves? Pharmaceutical Representative has invited Drs. Michael B. Kessler and Peter Shaw to respond to reps' most frequently asked questions about their interactions with physicians.

Doctors Michael B. Kessler and Peter Shaw answer the questions youre afraid to ask.

Getting into the M.D. mind-set

Getting doctors to use your products faster.

Profiling the physicians you sell to.

A physician's advice on countering objections.

Focus groups reveal docs want better queries.

Have you been hearing this from doctors? "Stop, I don't want to hear about your study!" If so, you're not alone.