"Success Skills For Medical Sales Professionals"

The Success Skills Program will:

1. Create medical sales professionals by providing new sales representatives or those that are new to the industry with the knowledge and medical-specific selling skills to succeed.

2. Provide seasoned medical sales representatives with training
to sharpen the skills they already have, impart new skills that
they may be lacking, and improve their overall performance.

The full course covers the material over 3 days.

Day 1 covers the basics of selling in the medical arena, which are essential for all representatives who sell in the industry. This segment of the program will shorten the learning curve for new representatives and is a great review for seasoned representatives as well. How to display a professional approach and attitude, learning who the players are in the territory and how to interact with them in a productive and professional manner will be covered. Representatives learn how to exude confidence, the essential differences between relationship skills and technical skills, basic negotiation skills, and how to manage the territory.

Day 2 teaches your representatives how to create and assess their
sales strategies from a strategic perspective similar to what a pilot uses when planning a cross-country journey, i.e., beginning with the destination in mind and then creating a foolproof plan to get there! Whether preparing for a sales presentation with a physician or other health professional, or servicing a customer, we cover all of the detailed elements essential for reaching one’s targets and handling unplanned events and emergencies.

Presentation skills are covered on Day 2, but not the generic sales skills that most courses teach. Instead, we focus on skills that are specifically oriented towards selling in health care. Your sales team will learn how to get past the gatekeepers and get to the decision makers. They will know the important differences of presenting products in a short time frame (Scrub Sink Selling), full presentations one-on-one, and selling to a group or committee.

Discussing the sales process is only the beginning. Just as pilots develop proficiency in a flight simulator, your sales force will become fully trained and proficient in medical-specific selling skills in The Sales Simulator™.

The Sales Simulator™ is patterned after simulator-based airline flight training that creates competency by drilling each skill until a level of competency is obtained before moving on to the next skill. Problem areas are identified and corrected as they occur so each member of your sales team never falls behind the curve. The major advantage of The Sales Simulator™ is that new habits are formed during the training so the skills are ready to be used the first day back in the territory.

Day 3 emphasizes the essentials of maintaining ongoing business relationships with your sales team's health care customers. We also cover the skills for effective communication - both with the customer and the company, assessing the competition, tracking performance, and managing fear and stress. Additional time is scheduled in The Sales Simulator™ or each participant is given a "check ride" to demonstrate that they are fully equipped to compete and win in their territories.

The Training Experience

We don’t train the same way most sales training organizations train in
medical sales. It is essential that the participants get involved and
stay involved throughout the entire training program. Proven accelerated learning techniques are incorporated that keep the participants engaged throughout the entire program.

The training is brought to life with real-life scenarios taken directly from the trainer’s 25 years experience selling medical devices and services. Your sales team will be encouraged to discuss their experiences where they will learn how to problem solve individually and collaboratively.

While the material that will be covering is of a serious nature, it is presented in a fun and entertaining way that makes the entire
experience memorable and enjoyable.

Follow-up Teleconference Training Included

A one hour teleconference call is scheduled two weeks after the
program concludes with all of the participants. This provides an opportunity to address any problems or questions that may arise while implementing the material in the field and sets the expectation of using the new skills immediately.

Customization

Each program is customized to meet the specific goals of the company
and the sales force. One and two-day programs can be structured with program elements to strengthen any skills.

Please contact us at 561.333.8080 regarding any questions you may have regarding any aspect of the program.