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S A L E S
rs B u y W h y C u s to m e
Physician Sat isfaction
SALESPERSON ICS CHARACTERIST
Characteristics Place Salesperson here Characteristics cards cards here
R A T O R A C C E L E
The Evolution
of Sales in Ph
arma
Place Evolution of Sales in Pharma labels here
Place Evolution
of Sales in Pharma
labels here
Place Salesperson
Place Salesperson
Place Evolution
of Sales in Pharma
labels here
Overview
The pharmaceutical world has seen massive changes in Sales Best Practices decade. Economic the last factors, regulatory reforms and structural imbalances have reduced the ability of PL pharmaceutical representatives AN add value to and build credibility in their interactions with Healthcare Professionals (HCPs). Now, in the wake of this change, Pharma companies are transforming the way they sell. Leading players are beginning to adopt business-tobusiness sales techniques that significantly alter the way pharma reps interact with HCPs in order to help HCPs achieve their desired patient outcomes.
What you do befo a sales call re
e Customers Practic Understand the rather than ers point of view Learn the custom your products. just focusing on Execute a Plan rather than just from a sales plan Create and work ding to events. reacting and respon y ts Network Broadl , practices, and accoun Manage relationships ing each customer s cards here Sales Best Practice Place manag rather than just interaction.
Sales Transformation
through advanced questioning techniques rather than just asking about ERACTION CUSTOMER INT product needs CLOSE ENGA Bring new GE insights about the customers DISCOVER prescribing cycle to each customer interaction rather than just presenting information about the products Earn trust by partnering with the customer to achieve patient outcomes rather than just trying to obtain loyalty by creating a social relationship Articulate the true value of your solutions rather than focusing on access or competition Focus consistently on moving customers Applying years of research and experience forward in their prescribing process with leading pharma companies, BTS has rather than just trying to close at the end developed the Pharma Sales Accelerator, of your sales cycle a dynamic experiential-learning program The Program at a Glance designed to help salespeople implement this The Pharma Sales Accelerator improves new approach to selling. Salespeople will customer understanding in the evolving focus on eight sales best practices: market, accelerates application of best practices related to the sales process, and Learn the customers whole practice introduces high-impact sales questions point of view and what he/she values that connect product and service needs rather than just focusing on the products to the customers desired business results. Create a sales plan and work from it Embracing the principles of both experiential rather than just reacting and responding and action-based learning, the two-day to events program begins with a series of map Manage relationships, practices and based exercises and ends with a custom accounts rather than just managing simulation. This comprehensive experience each customer interaction enables participants to better understand the Deeply explore HCP priorities, desired changing marketplace and practice real-world outcomes and individual interests decision making in a risk-free environment.
rmine How you dete value what customers te the How you articula rings value of your offe How you advanc e the sale
onal Thinking Challenge Traditi er interaction s to each custom Bring new insight ation about presenting inform rather than just your products. Create Value ns to the value of your solutio Articulate the true access or than focusing on customerrather competition. consistently ibing Process Focus Advance the Prescr prescribing ers forward in their on moving custom close at the end than just trying to processrather your sales cycle. of explore HCP Interests Deeply Uncover Stakeholder her than just ual interestsrat priorities and individ t needs. asking about produc Build Trust er to ring with the custom Earn trust by partne trying esrather than just achieve patient outcom g a social relationship. by creatin to obtain loyalty
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