Fundamental pharmaceutical selling skills
What you'll learn
- The skills of the professional medical representative
- The pharmaceutical and medical promotional practice
- The selling process in details
- The adaptive selling
- Selling values & Solutions
- Handling objections
- Mutual beneficial closing
- Analyze for improvement
- Ambitious and challenging mindset
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.
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.
Who this course is for:
- New medical representatives.
- Experienced Med. Reps. who want to expand their knowledge.
- any one wants to learn about pharma and medical promotion.
More than 28 years of experience in strategic business and people development, education & talent management and capacity building.
Cumulative experience in sales & marketing, in pharmaceutical, Cosmetics, medical equipment and healthcare field.
Within multinational companies in different countries in multicultural environment.
worked several years in management and sales positions in multinational companies like:
SANOFI, BASF and DPC(DIAGNOSTIC PRODUCTS CORPORATION)
in different countries in the Middle east and Europe.