Mastering Pharmaceutical Sales and Sales Communication for High Performance

Introduction:

Mastering Pharmaceutical Sales and Sales Communication for High Performance is designed to help pharmaceutical sales professionals enhance their knowledge, skills, and techniques to achieve greater success in their sales careers.

In this training program, we will cover a wide range of topics related to pharmaceutical sales, including sales techniques, sales communication, sales pitches, territory management, objection handling, and professional development. Our experienced trainers will guide the participants through a series of interactive sessions, case studies, and role plays to help them develop their skills and apply their knowledge to real-world situations. Our goal is to provide them with the tools and strategies they need to effectively communicate with customers, understand their needs, and build strong relationships. By the end of this program, they will have the knowledge, skills, and confidence to excel in their sales careers and achieve their goals.

Objective of the workshop: 

The main objective of this training program is to help the participants master the art of sales communication and achieve high performance in their sales careers. By the end of this program, they’ll have the skills and knowledge needed to:

• • Effectively communicate with customers and build strong relationships.
  • Understand customer needs and tailor their approach to meet their specific requirements.
  • Handle objections and close more deals.
  • Enhance their confidence and credibility as sales professionals.

Contents of workshop:

I. Pharma Salesmanship 101

• • Sales mindset: developing a growth mindset for high sales performance
  • Understanding sales and pharmaceutical sales
  • Overview of the Pharma Sales Process
  • Understanding customer behavior
  • Setting sales goals and objectives
  • Qualities of a successful salesman
  • Understanding Pharma Sales Performance Parameters

II. Understanding the Product, Market, and Sales Techniques

• • Understanding your products and analyzing the target customer
  • Identifying and understanding customer needs
  • Developing the sales pitch and effective sales communication
  • Building relationships with customers

III. Understanding the Sales Process

• • Setting sales goals
  • Steps of the sales process
  • Five steps of achieving sales targets
  • Generating and managing leads (cold, warm, and hot)
  • Networking: Modern Approaches to Selling
  • SSALEE Method to influence the customer
  • Building relationships
  • Gain mindshare for more market share.
  • The power of follow-up

IV. Closing the Sales

• • Techniques for closing the sale
  • Recognizing buying signals
  • Overcoming objections and concerns
  • Creating a sense of urgency
  • Strategies for following up after the sale

V. Building Relationships and Winning Customers’ Hearts

• • Basics of customer service
  • Techniques for building rapport with customers
  • Building trust and maintaining long-term relationships
  • Demonstrating empathy and understanding
  • 6 ways to make your customers like you
  • Upselling and cross-selling
  • Soliciting referrals and recommendations

VI. Mastering Sales Techniques

• • Sales presentations for impact with the USP, 4C Method, and Elevator Pitch
  • Techniques for active listening
  • CRC Method for Feedback
  • Asking open-ended questions to gather information
  • Consultative selling
  • Solution selling
  • Role-playing exercises to practice sales techniques

VII. Mastering Sales Skills

• • Communication skills
  • The power of language in sales
  • Building a compelling sales narrative
  • Persuasion skills
  • Basics of pharma sales negotiation skills
  • Strategies for negotiating effectively to find win-win solutions
  • Time management skills
  • Customer service skills
  • Excellence in daily task management
  • Mock sales scenarios to build confidence
  • Group discussions to share experiences and learn from each other

VIII. Handling Objections and Questions Effectively

• • Positive aspects of objections
  • 6 sequential steps for handling an objection
  • 3Fs Method and CASE Method
  • Rules for answering questions

IX. Leadership

• • Sales leadership: “skills vs. will” matrix
  • Managing a sales team
  • Motivating salespeople

X. Sales Tools and Technology

• • Using social media for sales
  • Email marketing for sales

Methodology:

Interactive Discussion, Workshops, Power Point Presentation, Case Studies, Question and Answer Session, Pair Work, Group Work, Games, and Real-life situation sharing.