The decision-makers in medical sales are changing. Do you have the skills and a sales process to address the increasing complexity of medical sales starting NOW?

Medical Sales University: A live 5-week online program that includes 10 Hours of interactive instruction.

What got you this far in your medical sales career might not get you any further. In fact, your business could be in jeopardy.

In medical sales, the selling landscape is changing.  Whereas end-users, such as physicians, have  traditionally held the power to select products and services for their patients, healthcare reform is shifting the decision process to the hospital business office and various committees.  Hospitals, facing decreasing reimbursement in the current healthcare economy, are holding physicians and other healthcare providers accountable for costs, which is forcing them to look past vendor relationships and product preferences.

What does this mean for you, the medical sales professional?  It means that you can no longer get by on the relationships you have built with physicians and other end-users of your product or services over the years. Doctors are now forced to consider products from the hospital’s perspective as well, and they will only hear your sales message if you tailor it specifically to all of their concerns.  Medical-specific selling skills are no longer something that are nice-to-have–They are essential!

Other decision-makers involved in choosing products must be included in the sales process, and here is the kicker–they don’t think and buy the same way that clinicians do. If you’re not comfortable and skilled at selling to the C-suite at the hospital (home to the CEO, CFO, COO, etc.), selling to product evaluation committees, and increasingly more common technology assessment committees, then you will eventually find yourself at a severe disadvantage. Your sales process must include all of the stakeholders.  You must understand how they think and buy. You must sell to them accordingly.

The time to hone your medical selling skills and selling process is NOW.  You could wait until these changes emerge in your territory (if they haven’t already), but by then it will be too late–your competition will already own your business!

Medical Sales University eliminates your excuses. No outrageous registration fees. No travel.  No time out of the territory.

Common excuses for not attending programs to improve and hone medical sales career skills:

• A customer issue could arise in your absence that might trigger a loss of business
  

• Lost sales while you are out of the territory

• The travel costs such as flights, taxis, hotels, meals, and associated expenses
  

Can you block out one hour, twice a week in the evening? Make a commitment for five weeks and you will know how to capture and retain more business with physicians and other healthcare providers, and their institutions.

Individuals who perform at a “world-class” level, whether they are athletes, musicians, scientists or yes—medical sales professionals—mandate continuous effort to improve their essential skills.  That is why these people are champions at their game.  The status quo is not and will never be good enough for them.  They create the time to master the right skills and strive for continuous improvement.  They anticipate change and make sure they are ready for it. Shouldn’t you?

Some of the things you will learn and practice during the 10 classroom sessions are:

• How to gather intelligence and prepare for a sales call so that you’re REALLY prepared to have the right conversation
• How healthcare providers think and buy and how to structure your sales approach accordingly
• How C-level execs think and buy and why using a clinical approach may get you booted from their presence
• How to sell to committees
• How to gain access to the decision-makers whether they are doctors, nurses, therapists, technologists, healthcare executives or anyone else
• How to use questions to tap into the three emotions that healthcare professionals use to justify changing the product or service they are currently using
• How to ensure that any physician, nurse, therapist, dentist, technologist, or any other healthcare professional or provider is engaged in the conversation and not just “nodding at you”
• How to become so comfortable handling objections you will find yourself hoping for them and asking for them (which will move you closer to the sale)
• How to “close” on each and every sales call without upsetting your medical prospects or having them feel like they are being pressured
• How to follow-up effectively (most sales reps are woefully deficient in this area)
• …and much more

Technology makes it easy, convenient, and cost-effective to take this program.

All you need is a computer with an Internet connection, a computer headset with a microphone, and a commitment to attend and participate.  We do the rest.

You have the option of attending live (recommended for maximum benefit), or viewing a recording of the live session anytime you choose 24/7. I recommend that you do both!

On the learning site, you will be able to download a PDF guidebook plus other valuable tools that you can print or archive for repeated review.

This is not just a sit-and-watch webinar (unless you want it to be).  You can interact.  You can  practice your sales technique. You can develop your own sales process.  You can receive coaching and feedback.  You decide how much to participate and what information to share.   There will be no forced participation!

The activity level is similar to what you would experience when attending a live class.  Learn and apply essential medical sales knowledge that will enable you to achieve your sales and personal income goals.

The Medical Sales University Schedule

There are ten (10) one-hour classes over five weeks.  The schedule each week is as follows:

Monday and Wednesday evenings:
8:00pm – 9:00pm Eastern
7:00pm – 8:00pm Central
6:00pm – 7:00pm Mountain
5:00pm – 6:00pm Pacific

What happens if you miss a class or arrive late due to a busy schedule or other commitment?

No problem.  If you can’t make it to the live class, you can still learn on your own time.  I have made it possible for you to learn 100% of the information, regardless of your schedule.  Every class is recorded, and you can participate in almost all of the activities as in the live class.  If you have any questions for me or comments while going through the replay, you can email them to me and I will reply to you within one business day.

Optional Certification Test Included

You have the option of taking a test at the completion of the 10 virtual classes to receive the Medical Sales University certification.  This may be required by your employer. It is also a great item to include in your professional portfolio (“brag book”) if you are job-hunting.  Use it to demonstrate to your manager(s) that you are investing time and money in yourself to be the best that you can be.

What is the investment?

The tuition for Medical Sales Online University that includes 13-weeks of training–the ten virtual interactive classroom sessions with 24/7 on-demand access plus eight weeks of group implementation coaching for an investment of only $697 per person.

As a medical sales professional, and at this unbelievably low investment, can you afford not to attend?

Before you answer, ask yourself this important question…

What is my potential return on investment (ROI)?

You should be able to generate a conservative ROI example.  Medical Sales Online University will provide you with knowledge and skills to generate additional sales of your products and services.  To demonstrate how valuable just a small increase in sales can be to you, calculate a minimum ROI based on selling  just one additional average product per month over the course of a year.  What if you sold 2X, 3X, or 10X of what you are selling now?  Click here for a sample ROI calculation.

When considering the ROI, consider the value of acquiring proactively the knowledge and skills to compete in a changing medical sales environment. Your investment of $697  could conceivably have a six or seven figure ROI over the life of your medical sales career.

Try it risk free…if you decide after the first class that Medical Sales University won’t help you to get in front of more potential customers and influence their healthcare buying decisions, notify us before the next class and we’ll refund your entire tuition.

Contact us at 561.333.8080 to register for the 2012 classes.

Class size is limited.