Unmet Need And Closing With Jeopardy Template

COPD Stats	COPD Patient	Unmet Need	Closing with Action	Practice makes perfect!
100 What is Smoking A major preventable cause of death in the U.S., which over 400,000 related deaths occur each year.	100 What is Chronic Bronchitis and Emphysema Most patients with COPD have elements of both __________ and ____________(disease states)?	100 What is morbidity and mortality AECOPD, especially when accompanied by respiratory failure and leads to hospitalization, is the “stroke of the lungs” leading to accelerated loss of lung function and contributes remarkably to increase in ____ and ____.	100 What is Gain partial agreements, Ask for Commitment, Strengthen communication using VAP The 5 steps to a patient centric call are work towards a clear call objective, ____, ____,_____, and Identify and Overcome Barriers.	100 ??? Establish the Unmet Need and advancing a patient type through the entire call to the close.
200 What is 16 M, 24M In the United States, an estimated ___ million adults have COPD. However, the American Lung Association (ALA) thinks there may be as many as ___ million American adults living with COPD.	200 What is Dyspnea, Cough, Sputum production, Chest tightness and Wheezing, Fatigue, weight loss, anorexia Can you name three symptoms of COPD?	200 What is 8 weeks Exacerbations show seasonal distribution and tend to cluster together in time, suggesting a high-risk period of ____ for recurrent exacerbations after the initial exacerbation. Explain how you can tie this into ETHOS/KRONOS.	200 What is work towards a common goal, identify positive actions to benefit patients, increase likelihood of commitment and follow-through, and closing in a natural way by closing on patient needs. Name 4 benefits of closing with a patient mindset.	200 When do you want to start using this with your newly diagnosed comorbid patients, so that they can start managing their condition more effectively and establish earlier more convenient treatment routines?” Use "Assume agreement" to make this close more patient centric: "When will you start earlier use of this treatment?"
300 What is 4,100, 2,2025, 360 Every day in the United States COPD is associated with around ___ emergency department visits, ___ hospitalizations and ____ deaths.	300 ??? What is the best new food or drink you have had this summer?	300 ??? A COPD exacerbation is related to higher mortality rates than an MI in the general population. Please respond, “Why should I use Breztri for moderate COPD patients who are not at risk of exacerbating or dying?”	300 What is Ask for alternatives, clearly ask for commitment, assume agreement. Name 3 closing tactics.	300 Although it is usually unwise to make assumptions, with some customers it can be a fast way of reaching agreement, or of triggering them to suggest an action that they do agree with. However, used at the wrong time with a customer who does not like this approach, it could feel like a ‘pushy, hard sell’ way to close Verbalize a patient centric close using one of the three tactics: Dr. Jones is 'straight' talking' and action focused, suspicious of unnecessary sales talk, you have long-standing relationship with her, and she will push back if she does not agree,
400 What is 37% Women are ___% more likely to have COPD than men in the US.	400 Most people with COPD have smoked at least 10 to 20 cigarettes per day for 20 or more years before experiencing any symptoms. Thus, COPD is typically not diagnosed until the fifth decade of life (in people aged 40 to 49 years). People usually experience COPD symptoms after... A Smoking 10 cigarettes B Smoking cigarettes for 2 years C Smoking their first cigarette D Smoking for more than 20 years	400 ??? Although commonly used by physicians, only 1.6% of patients understood the term “exacerbation”, preferring to use simpler terms such as “chest infection” or “crisis” instead. About two-thirds of patients stated that they were aware when an exacerbation. Please respond, “My patients don’t exacerbate often.”	400 ??? If Sarah takes us all on a vacation where would it be...agree on location!	400 Dr. Smith is looking for guidance on clear, direct options, so ‘ offer alternatives ’ may help. Offering two or three alternatives to a customer simplifies their choice, structures the close, and can speed up decision making. However, careful thought needs to be given to the specific options offered, as one of these is likely to be our own preferred action. Verbalize a patient centric close using one of the three tactics: Dr. Smith is very busy and distracted with other priorities, wants to hear clear suggestions, is a little confused about where brands ‘fit’ and help and is looking on guidance on a range of options.
500 What is 40% and 75% Exacerbations are the main cause of the hospital admissions and subsequently account for between ___% and ____% of COPD’s total health care costs, despite improvement in new maintenance medications.	500 What is 15.3%, 6.4%, 5.7%. According to the American Lung Association the prevalence of COPD in West Virginia is __%,Virginia is __% and Maryland is __%.	500 ??? A high priority pulmonologist used Breztri once in Q1 but has not written again. Help identify the patient she should help with Breztri.	500 ??? How can you gain partial agreements over time in this situation? Please verbalize 2-3 question to gain partial agreement. Current outcome: Dr. Smith only uses triple therapy for severe patients, which means many moderate COPD patients are continuing to progress in his or her disease state. Desired outcome: Dr. Smith prescribes Breztri for all symptomatic COPD patients	500 Great Job! Your team is going to participate in the Tokyo Olympics this week....what event/sport will you participate in and what is your theme song?!

Unmet Need and Closing with Action

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