The American Academy of Pediatrics (AAP) has spent a great deal of time and money on how to counter the biggest threat to herd mentality: “vaccine hesitation”. They have dedicated numerous surveys, papers, and training videos on how to teach doctors to override parents’ concerns about vaccine risks and to “persuade rather than inform”. To be clear, as indicated by the 79 references summarized by the AAP newsletter Pediatrics, September 2016, “Countering Vaccine Hesitation”, the AAP’s main effort is to persuade parents into “vaccine acceptance” rather than inform parents about the safety testing, efficacy rates, and risks of vaccines. The AAP has promoted the C.AS.E. model created by Alison Singer and developed by Pfizar, Novartis, and Merck, to provide sales scripts for pediatricians to sell vaccines to parents.
Before we discuss CASE tactics, you should know that doctors have utilized valuable continuing education time to learn sales tactics. They learn how to preemptively counter vaccine hesitation by using a presumptive sales tactic rather than a participatory sales tactic. It is very subtle, and yet effective with 75% of people.Read More