High Impact Selling Skills - Pharmaceutical (2D)

High Impact Selling Skills – Pharmaceutical (2D)

(HISS/2D)

PROGRAM OBJECTIVES

Today’s pharmaceutical industry is highly competitive and every organization is looking for a larger and more profitable share of the market. In a challenging economy where the customer is king, how do you position the features and benefits of the products and services you represent in such a way that the customer will view you as a preferred choice?

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing your customers every time.

High Impact Selling Skills: Pharmaceutical focuses on the following areas:

Active listening and discovery questioning

Communication

Influence

Negotiation

Structured selling process

LEARNING FRAMEWORK

Training Outcome

After completing the training, you should be able to:

Close the sale with minimum effort and maximum results in revenue and profitability
Create a loyal relationship between the customer and your company’s brand and what it represents
Maximize the effectiveness of every customer interaction
Sell almost anything to almost anyone, every time
Use various selling strategies to develop winning solutions for your customers

Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays. The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated. They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation

Our unique experiential framework and implementation empowers you to:

Build and strengthen customers’ relationship with professionalism
Develop your personal unique selling style
Employ effective communication skills to different types of customers
Enhance listening skills and powerful non-verbal skills
Gain commitment to purchase in the shortest possible time
Identify origins of your selling behaviors and remove limiting beliefs about selling
Implement beliefs that build confidence in selling
Overcome objections effectively
Present the product or services persuasively
Sell with certainty
Take action to develop a resolute selling mindset and ethics in encouraging the development of a brand-oriented selling culture
Understand and employ the selling and buying process effectively

THE LEARNING PROCESS

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview

Context setting
Building winning habits
Bills of rights
What is our sales vision
Mapping our plan

Module 2: Engagement

The Customer Relationship Dial
7 Impression Tools
Principles of influence
Finding common ground
Transition statements

Module 3: Being Effective In Customer-Centered Selling

Applying learning in relationship building
What others say and do and what is important to them
What we do more of when selling to others
What we avoid doing when selling to others
Revealing our blind spots

Module 4: Discovery

Discovery questioning
6 types of questioning
3 techniques in discovery questioning
Active listening
6 techniques in active listening

Day 2:

Module 5: Discovery

Discovery questioning
6 types of questioning
3 techniques in discovery questioning
Active listening
6 techniques in active listening

Module 6: Objection Handling

Skepticism
Indifference
Misunderstanding
Drawback
The PLUS Model

Module 7: Tactical Objections

Negotiation basics
Explore
Propose
Counter
Agree

Module 8: Closing

Indicators Of Interest (IOI)
Clinical techniques
Emotional techniques
Directive techniques
Logical techniques