You can tell a lot about an MSL by the questions they ask.
Some sound like a checklist. Others open doors. The difference? One gathers meeting notes that their managers complain about. The other gathers insights that actually move strategy forward.
And here’s the thing, most MSLs know what they should ask. They’ve seen the insight question lists their company provides. But in real conversations? Those questions don’t flow naturally. So then MSLs don’t ask them, and miss bringing back relevant info.
We’ve seen it a gazillion times: smart, experienced MSLs walking out of great meetings without insights. Not because they missed something but because they didn’t know how to structure the conversation to lead to insights.
That’s where this week’s newsletter comes in. Keep reading for the MSL Conversation Funnel, 23 ready-to-use questions, and a plug-and-play AI prompt to help every discussion feel natural, confident, and insight-rich.
The MSL Conversation Funnel & 23 Questions to Build Yours
The best MSL conversations don’t happen by accident. They follow a rhythm.
The MSL Conversation Funnel helps you guide that rhythm naturally with different types of questions that funnel down into an insight question and ultimately, an insight.
→ Broad – Start wide to explore what’s on their mind.
→ Deep – Build on what they share to uncover the why.
→ Clarify – Confirm what really matters and reflect it back.
Most MSLs stop here or go straight into their company’s insight question list. That’s where conversations start to feel forced. Instead, use Clarify Questions as your bridge. Once you’ve shown understanding, you can glide naturally into a focused insight question like:
“That’s really helpful context. Can I ask how your team is approaching [insert insight theme] right now?”
Now the discussion feels organic. You’re not interrogating. You’re exploring together. And that’s what turns conversations into insights.
👉 Download Now: The MSL Conversation Funnel + 23 Questions
Use it before your next HCP meeting or pair it with the AI prompt below to build your flow in seconds.
Try This: The MSL Conversation Funnel AI Prompt
Use Mira to help you build out your Conversation Funnel in seconds. Plug in this prompt and add the insight theme and your context.
"Act as a Medical Affairs strategist. Using the MSL Conversation Funnel (Broad → Deep → Clarify), create 3 natural, trust-building questions that guide a KOL discussion toward [insert insight theme].
→ Broad questions should explore the landscape.
→ Deep questions should uncover the "why" behind their views.
→ Clarify questions should confirm alignment and reveal specific insights.
Keep the tone conversational — not scripted."
Bring Question Mastery to Your Team
Our Question Mastery workshop helps MSLs do more than just ask great questions. They learn how to deliver those questions in a way that builds trust and partnership.
If your team is struggling to turn conversations into insights, they need Question Mastery.
→ Reply “TEAM” to set up a time to discuss bringing this to your team.
TL;DR - Your Conversation Checklist
✅ Download the MSL Conversation Funnel
✅ Use the 23 questions to go Broad → Deep → Clarify
✅ Try the BDC AI prompt to build your MSL Conversation Funnel
✅ Bring Question Mastery to your team
In your corner always,
Patrina, Sarah & Ralph
P.S. Relevant insights don’t come from asking more questions. They come from having a framework to artfully weave in your company’s insights questions.
Upcoming MSL Mastery Events
- Tues 10/28 - Aspire MSL Group Coaching Call
- Wednesday 10/29 - Aspire MSL Office Hours
- Monday 11/3 - RISE for New MSLs Monthly Mastermind
- Tuesday 11/4 - Aspire MSL Member Led Book Club
- Wednesday 11/5 - Aspire MSL Office Hours
- Tuesday 11/11 - Aspire MSL Group Coaching Call
- Wednesday 11/12 - Aspire MSL Office Hours
- Tuesday 11/18 - Aspire MSL Member Led Book Club
- Tuesday 11/18 - LEAP for Leaders Monthly Mastermind
- Wednesday 11/19 - Aspire MSL Office Hours
- Friday 11/21 - Elite Presentation Lab Focusing on The Power of Pausing
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