PROFESSIONAL SELLING SKILLS FOR MEDICAL REPRESENTATIVES- 12CPD Points. One day course
Who is it for? Our Professional Telephone Sales Skills Course is the perfect fit for Medical Representative, Marketing staff and any related sales focused staff in the medical industry whether starting out or looking to develop more confidence in their role. What is it about? It is a one day basic or two-day advance course to equip you with the key skills needed to perform the telephone element of the medical representative/sales role confidently and knowledgeably, providing a range of practical activities for applied learning. What will they get out of it? The confidence to maximize on the job results.

Overview
Who is it for? Our Professional Telephone Sales Skills Course is the perfect fit for Medical Representative, Marketing staff and any related sales focused staff in the medical industry whether starting out or looking to develop more confidence in their role. What is it about? It is a one day basic or two-day advance course to equip you with the key skills needed to perform the telephone element of the medical representative/sales role confidently and knowledgeably, providing a range of practical activities for applied learning. What will they get out of it? The confidence to maximize on the job results.
Objectives
By the end of the course you will be able to: DAY 1
  • Plan an approach to selling
  • Develop effective communication skills for relationship building
  • Manage the expectations of others
  • Utilize questioning and listening skills to gain understanding of needs and issues
DAY 2
  • Effectively match your solutions to the customer’s needs
  • Design a strategy for objection handling
  • Identify ways to close sales
  • Practical application of topics covered

More Details
Our Professional Selling Skills for Medical Representatives Course is the perfect fit for Medical Representative looking to develop their sales and negotiating skills.
This 2-day course will equip you with the key selling skills required to be a successful medical representative.
This course provides both practical and theoretical application of learning
By the end of the course you will have:
► Plan an approach to selling
► Develop effective communication skills for relationship building
► Manage the expectations of others
► Utilize questioning and listening skills to gain understanding of needs   and issues
► Effectively match your solutions to the customer’s needs
► Design a strategy for objection handling
► Identify ways to close sales
► Practical application of topics covered
9am: Registration
9.30am:  Welcome, housekeeping, course objectives and an interactive warm up session including a review of pre course work
DAY 1
Planning Your Approach
► What are the different selling styles?
► Setting effective objectives (SMART)
► The Customer Buying Process
► Competitive Sales Strategy; Evaluating Your VP
Morning Break (15 mins)
Building Relationships
► Developing rapport building skills
► Mirroring and matching to build rapport & trust
Lunch break (45 mins - 1 hour)
Managing Customer Expectations
► Setting the agenda
► Creating compelling openings
► Initiating business conversations
Afternoon break (15 mins)
Identifying Needs & Confirming Problems
► Qualifying the opportunity
► Applying the funnelling structure
► Active listening skills
► Summarising and confirmation
Close 16:30-17:00
 DAY 2
Options & Matching Back
► Presenting benefits based on needs identified
► Applying the value added selling method
► Linking customers’ needs to your solution
Morning Break (15 mins)
Tackling Objections
► Discuss common objections
► Identify effective objection handling techniques
► Clarifying the meaning behind the objection
Lunch break (45 mins - 1 hour)
Obtain Commitment
► Agree solution and clarify – MTa Sales Activity
► Closing technique
► Getting and managing referrals
► Role Play
Afternoon break (15 mins)
Summary, review objectives, Q&A, course reflection and certificates
Close 16:30-17:00