The purpose of the training: acquiring new knowledge and increasing the professional competence of participants in promoting the company's products, negotiating and increasing sales.
Duration: Training is conducted over two days of 8 academic hours.
Learning format: active learning mode includes analysis of practical cases in group and individual exercises with theoretical information blocks.
During the training, practical recommendations are developed, participants are tested and experience is exchanged within the group.
Training program
Personal effectiveness of a medical representative
- Analyze your contribution to the sale
- Basic principles of selling, the role of the product/service
- Sales strategies
- Steps in the sales process
- Influencing the client's decision
Telephone calls
- The difference between telephone conversations and a face-to-face meeting
- Determining the purposes of telephone conversations
- How to get a client interested in a meeting
- Telephone conversation branding
- Fixing arrangements
Preparing for the visit
- Agreement to meet
- Defining the goals of negotiations
- Collecting and analyzing information
- Psychological preparation for negotiations
- Preparing materials
- Competitive analysis
Steps of effective negotiation
- Establish contact
- Clarification of the situation and analysis of needs
- Effective Argument
- Working with objections
- Discussion of terms
- Summing up the solution
- Ending negotiations
Making First Contact
- Forming a positive impression
- Statement of a medical problem
- Client diagnostics
- Attaching techniques
- Non-verbal components of communication
- Establishing trust
- Company presentation
- Increasing customer interest
Clarifying the situation and analyzing needs
- Customer centric approach
- Types of questions
- Questioning technique
- Active listening rules
- Ascertaining needs
- Controlled Dialog
- Key questions for the client
Presentation of drugs
- Objectives and goals of argumentation
- Argumentation rules
- Feature-Benefit-Benefit Model
- Basic properties of the company, products, services
- Convincing the client. Argument list
Working with objections
- Meaning of objections. Dealing with objections
- Steps of dealing with objections
- Overcoming indifference on the part of the interlocutor
- Technologies for dealing with objections
- Major objections and responses
Conditions discussion
- Basic aspects of price negotiation
- Price versus value
- Price Negotiation Positions
- Methods of price justification. Providing discounts
Productive conclusion of negotiations
- The meaning of the final stage of negotiations
- Ways to lead to a solution
- Wrapping up the meeting
- Ensuring long-term success
- Building a long-term relationship with a client
The results of the training and the formation of a plan for further independent work and individual development
If the program does not meet your expectations, please contact us. We can prepare a training and provide a trainer for your unique request.
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