Overview

The Selling Skills Course is the second program in the Professionals On-boarding Journey. It equips Participants with the needed skills to thrive as medical representatives.

Course Outlines

• Understanding the Pharmaceutical Market
  
  
• Customer-Centric Selling: Needs & Motives
  
  
• Sales Call Planning & Execution Steps
  
  
• Selling Skills Steps: Open-ended Questions & Active Listening (Probing)
  
  
• Selling Skills Steps: Product Presentation, Demonstration Techniques (Presentation), Handling Objections, Price Negotiations (Handling Objections).
  
  
• Closing the Sale: Techniques & Strategies
  
  
• Building Long-term Pharmacy Relationships
  
  
• The Power of You
  
  
• Wrap-up & Next Steps

Course Objectives

• Define the pharmaceutical industry.
  
  
• Explain the market key segments, such as generic drugs.
  
  
• Apply market knowledge to better position products during customer interactions and identify high-potential opportunities.
  
  
• Define the principles of customer-centric selling and explain why understanding HCP needs is essential for building long-term relationships.
  
  
• Outline the key steps in effective sales call planning, including prospecting, pre-call research, and goal setting.
  
  
• Implement a structured approach for sales activities to maximize efficiency and impact.
  
  
• Apply questioning and listening skills to guide clients’ conversations effectively.
  
  
• Demonstrate effective product demonstration techniques that highlight ease of use, clinical benefits, and workflow integration.
  
  
• Develop confident, evidence-based responses to objections using clinical data and customer insights.
  
  
• Apply the LAARC method (Listen, Acknowledge, Assess, Respond, Clarify) to address objections professionally.
  
  
• Apply closing techniques tailored to the client’s needs.
  
  
• Implement a value-added engagement strategy to position yourself as a trusted advisor.
  
  
• Apply market knowledge to better position products during customer interactions and identify high-potential opportunities.
  
  
• Define your professional value proposition by synthesizing your key strengths.
  
  
• Apply Sales Call Steps effectively.