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Uncovering Provider Needs

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 Needs

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  1. Uncovering Provider Needs Session 5

  2. 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

  3. Discuss: • What is the difference between open-ended and closed-ended questions?

  4. 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…

  5. 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?

  6. 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 ……?

  7. 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

  8. 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

  9. 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

  10. 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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