Consultative Selling for Pharma Professionals – 2 Day Accredited Virtual Training Course

DUBLIN, Nov. 27, 2023 /PRNewswire/ — The “Consultative Selling for Pharma Professionals Training Course” has been added to ResearchAndMarkets.com’s offering.

Organisations need to work harder than ever to compete for business. The sales team needs to evolve with sales executives acting as advisers, catalysts, change agents and informal leaders. It’s about exerting influence appropriately to inspire confidence and achieve a level of integrity and trust with clients.

To get to this point, sales team members need to learn how to help their clients to identify new solutions and discover new methodologies that will help them meet their practice and patient goals.

In this essential two-day training course, Robert Hersowitz will take participants through a four-step process guaranteed to foster influence and encourage a deeper level of commitment from clients.

By attending this workshop you will learn:

How to develop successful influence strategies with clients using the Four Phase Influence Model which transcends cultural and functional boundariesTechniques for building trust and establishing rapport with othersAssessment techniques for understanding and ‘reading’ clients and potential clientsMethods for setting up achievement-oriented networking sessions with individuals and groupsHow to create impact and keep people interestedThe best ways to present information to clients (individuals and groups)Informal ‘negotiation’ skills which conform to the behavioural ‘styles’ of those being influencedA variety of behavioural strategies for dealing with different types of ‘difficult peopleMethods of influence which set boundaries, finalise and clarify agreementsInfluence tactics that inspire confidence without dominating or bullying others

Certification:

CPD: 12 hours for your recordsCertificate of completion

Course Agenda:

Introduction

Understanding the changing role of the pharma sales executive in today’s business environmentUnderstanding the key differences between transactional selling and consultative sellingPast trends and why these are less successfulIdentifying the obstacles and challenges faced by sales teams and executives in today’s pharma organizationsExploring the nature of consultant/client relationshipsUnderstanding how and why influencing strategies have changed – shifting the focus from selling the product to selling the solution

Preparing the ground

Researching your prospect (personal profile and professional background)Using digital tools and social media to find out more about the prospect and his/her work and potential needs (holistic approach)Identifying the potential enablers and disablers

The Four Phase Influence Model

Phase One: Engaging, Bonding, Lobbying, Affiliating (Networking)Phase Two: Factualising, Rationalising, StructuringPhase Three: Modelling, Conceptualizing, Consulting and IntriguingPhase Four: Analysing, Legitimising, Testing, Controlling, Prescribing and Transacting

Assessment Tactics

Understanding the Human MindsetCalibrating, mirroring and leading strategies as part of the Influence processUnderstanding diversity and cultural distinctionsConstructing a ‘diversity map’ as a tool for influence

Applying the Theory (moving through the phases)

First contact – a behavioural guide to establishing rapport upwards, downwards and sidewaysControlling the interaction – managing time and place without dominationConsultation – maintaining involvement – using questions, reflecting and listening skillsAlternative ways to connect with prospectsHow to avoid the hospital/clinic hallway 4 minute pitchPresenting information with impact and creativityMapping and defining the agreement – process, milestones, targets and resultsMeasuring and evaluating resultsInfluence in practiceCase studies – role playing and problem solving

Dealing with Difficult Situations

Avoiding negative influence – ACID – Abdication, Coercion, Intimidation and DeceptionGetting past the Procurement DepartmentInformal negotiation skillsWorking with assertiveness – avoiding aggression and passivityUsing Non-Verbal Communication as a positive means of influencing others’ behaviour

Self Evaluation and Planning for Improvement

Understanding one’s own profile – how other’s (the client) see us (mindset, management style etc.)Setting goals for modification and changeDeveloping a ‘self improvement’ planIdentifying specific skills and competencies (self audit)

For more information about this conference visit https://www.researchandmarkets.com/r/rdvf5d

About ResearchAndMarkets.com
ResearchAndMarkets.com is the world’s leading source for international market research reports and market data. We provide you with the latest data on international and regional markets, key industries, the top companies, new products and the latest trends.

Media Contact:
Research and Markets
Laura Wood, Senior Manager
[email protected]

For E.S.T Office Hours Call +1-917-300-0470
For U.S./CAN Toll Free Call +1-800-526-8630
For GMT Office Hours Call +353-1-416-8900

U.S. Fax: 646-607-1907
Fax (outside U.S.): +353-1-481-1716

Logo: https://mma.prnewswire.com/media/539438/Research_and_Markets_Logo.jpg

View original content:https://www.prnewswire.com/news-releases/consultative-selling-for-pharma-professionals—-2-day-accredited-virtual-training-course-301997902.html

SOURCE Research and Markets