Patient-Centred Selling

Selling that puts healthcare professionals at the centre and builds sustainable stakeholder relationships.

Duration: 3–4 days
Group: Ideally 12, at most 16 participants
Format: In person, tailored to your organisation
Category: Pharmaceutical Sector

The programme aims to raise effectiveness by putting healthcare professionals at the centre and building sustainable stakeholder relationships. Participants work through sector cases and role-play on how to build partnerships with healthcare professionals around specific patient groups. The goal is a representative who protects the existing portfolio while spotting opportunities and creating value amid growing competition.

Who it is for

Medical sales representatives
Marketing and product teams
Sales managers

What it develops

Who our customers are: healthcare professionals, influencers and decision-makers
Building trust: Social Styles and the "5 Questions That Assess Trust"
6 steps: Plan, Discovery, Information Sharing, Questions and Objections, Agreeing Next Steps, Closing Excellence
SMART goals and visit strategy; sector cases and role-play

Programme content

Customers and trust

Who the customers are: healthcare professionals, influencers and decision-makers; Social Styles and the 5 Questions That Assess Trust.

Step 1 · Plan

Focusing on a specific patient group, the adoption process, SMART goals and the visit plan.

Step 2 · Discovery

Positive intent; open, closed, clarifying and reframing questions; active listening.

Step 3 · Information sharing

Customer- and patient-focused rather than product-focused sharing; framing by social style, and body language.

Step 4 · Questions and objections

Responding to misinformation, differing views and value objections according to social style.

Steps 5–6 · Agreement and close

Progress through the adoption process, meaningful next steps for the healthcare professional, closing excellence and the next visit goal.

Planning a programme?

Write directly about in-house training, coaching or a speaking invitation. Let us clarify your organisation's needs together.

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