WorksheetsGOCLEAR Drs' Personalities
Total questions: 20
Worksheet time: 10mins
Dr. Aston
Enjoys talking about her patients and their needs, even to the point of knowing their family history and backgrounds. Tends to be soft-spoken but thinks a lot before venturing answers. She often talks about the 5 year warranty and shares that it’s Invisalign’s main selling point, especially to teen patients and their parents.
What is her personality?
Dove
Owl
Peacock
Eagle
What is the right body language to adopt with Dr. Aston? (Multiple correct answers)
Relaxed, calm and methodical
Lean back and do not rush
Direct eye contact
Expressive gestures
Strong Handshake
What dissatisfies Dr. Aston?
Lack of closure
Lack of authority
Scepticism
Irrational feelings
What types of words or content should we use when speaking with Dr. Aston? (Multiple correct answers)
Analyse
Guarantee
Step-by-step
Lead the field
Promise
What tone of voice should we adopt when speaking with Dr. Aston?
Warm, soft and calm
Clear and confident
Fast paced
Direct
Dr. Chan
Most PDMs do not like talking to him as he comes across as uninterested. He often asks for clinical data and if none are given to back up claims, he tends to end the sales call. However, from interacting with him, it is obvious he is very intelligent but dislikes being rushed. At times he may get irritated if his questions cannot be logically answered. Often wants detailed analysis of his problems before any action is suggested by the PDM or Clinical Advisor.
What is Dr Chan's personality?
Dove
Owl
Peacock
Eagle
Which are the do's and don't when addressing Dr. Chan? (Multiple correct answers)
Provide policies/procedures/rules to follow
Prove your points with facts
Be very specific in your presentation
Prepare your pitch
Provide personal assurances
Which type of words or content would NOT make Dr. Chan satisfied?
"The data shows that…"
"The evidence proves that…"
"Please take your time"
"Some other doctors feel that..."
What kinds of body language should we adopt when interacting with Dr. Chan? (Multiple correct answers)
Minimal/no hand gestures
Keep your distance
Lean Forward
Smile, relax and have fun
Which one of the following is an Energizer to Dr. Chan?
Research
Challenges
Team Harmony
Social recognition
Dr. Esfahan
The immediately noticeable thing about this man is his chronic impatience. Curt, direct and sometimes rude, he does not mince words. Clinical colleagues have remarked that he tends to be too “gung-ho” and call him a “cowboy”, taking on challenging cases and jumping in to use new product features. Marketing loves him as he often volunteers to try these out. His nurses have warned PDMs of his monumental ego and the need to always do better than neighboring clinics.
What is Dr. Esfahan's personality?
Dove
Owl
Peacock
Eagle
What kind of body language should we adopt when speaking with Dr. Esfahan? (Multiple correct answers)
Strong Handshake
Direct eye contact
Lean back, do not rush
Expressive gestures
What tone of voice should we not adopt with Dr. Esfahan?
Enthusiastic
Strong
Fast-paced
Direct
What do's and don'ts should we follow when interacting with Dr. Esfahan? (Multiple correct answers)
Be clear, specific and to the point
Stick to Business
Show interest in the customer as a person
Allow them time for socialising
Help them to do things the "right/by the book" way
Which of the following would make Dr. Esfahan dissatisfied?
Lack of authority
Lack of closure
Social rejection
Asking for decisions without sufficient data
Dr. Houghton
She mixes frequently with high society and comes from a very well-to-do family. Often, one will meet celebrities and their families at her clinic undergoing treatment. When not in her clinic, she frequently makes appearances on TV and radio programmes where her glamour and sense of humour are greatly welcome. Her concern is always to make her patients look better, and the aesthetic clinic she runs with her husband are featured in articles in high society magazines.
What is Dr. Houghton's personality?
Dove
Owl
Peacock
Eagle
Which is a suitable word or content to use with Dr. Houghton?
Socialise
Clinically-proven
Guarantee
Bottom line
What are the correct do's and don'ts when interacting with Dr. Houghton? (Multiple correct answers)
Put all agreed details in writing
Talk about their people and goals
Make them feel special
Take issue with facts, not the person
Build your credibility by analysing a situation from all sides
What tone of voice should we use when talking to Dr. Houghton?
Persuasive and colourful
Clear and confident
Slow paced
Thoughtful
Which of the following are not Energizers for Dr. Houghton? (Multiple correct answers)
Opportunities to Lead
Opportunity to serve
People interactions
Social recognition
Inspiration
