The pharmaceutical sales person's challenge is time. Thirty to sixty seconds is the average length of the sales call with a busy physician. Excellent communication skills are essential for the professional pharmaceutical sales person to maximize the limited time in a sales call. This program is based on our "Communication Essentials for Sales" program and addresses the challenges of the limited time in the sales call.

In "Communication Essentials for Pharmaceutical Sales" representatives will learn how to:

• Project confidence and credibility
• Gain and hold the attention of the busy physician
• Extend the short selling situation by asking probing questions and uncovering the physician's needs
• Actively listen to move the sale forward

This workshop builds awareness around how listening and questioning skills can engage the physician into meaningful dialogue and help build rapport between representative and physician. The result is longer time with the physician, more quality in each call and a deeper understanding of the physician's needs.

1-Day Workshop
1 Consultant
Maximum 10 Participants

COMMUNICATION SKILLS:

Delivery

• Understand non-verbal messages
• Practice effective delivery skills
• Learn the behavior skills that establish trust

Listening

• Consequences of Poor Listening
• Listener Assessment- Understanding your listening style
• Active Listening
• Barriers to Effective Listening

Probing

• Uncovering the real needs and issues of the physician
• Understanding the physician's resistance
• Developing trust and rapport with the physician