Fundamental pharmaceutical selling skills

This course will provide you with detailed information about the principles, practices and tools involved in all aspects of the pharmaceutical and medical devices pre selling and profitable selling process and creating loyal customers.

I will share with you the best practices of my 28 years of experience in the pharmaceutical and healthcare field

within multinational companies, like SANOFI, BASF Chemicals, DPC(DIAGNOSTIC PRODUCTS CORPORATION).

During this course you will learn and challenge your learning through different types of articles:

video sessions, case studies quizzes and more, to guarantee that you became familiar with and gained

a respectable experience in the pharmaceutical and medical equipment selling environment & the art of selling which includes:

Introduction to the pharmaceutical promotion:

• Pharmaceutical market specificity.

• The vital role of the Medical Representative.

Prospecting and qualifying your prospect:

• Gathering information and creating customer data base.

• Targeting the right prospects to achieve the best ROI.

Precall planning & preparation:

• Product technical knowledge.

• Market and competition.

• Setting specific & ambitious objectives.

• Master the use of your promotional tools.

The adaptive selling:

• Gain, develop and retain your customers’ attention.

• Ask objective driven questions to fully understand your customers’ needs.

• Dig and probe deeply to uncover customer’s hidden needs.

• Customize your message according to each customer needs.

• Product detailing: Features>>Benefits>>Values.

• Customer responses.

Handling objections:

• Objections are opportunities, are they?.

• Respond to and manage objections confidently and professionally.

• How to differentiate true objection from false one.

• Trust your price.

A successful closing:

• Deploy key strategies for winning business and gaining customer commitment.

Post call analysis:

• Self- feedback of what you have already done.

• Writing notes for the next visit.

• Follow up to maintain and keep developing your client relationships for long term and profitable business.