Program Overview
This program equips pharmaceutical sales professionals with strategic selling techniques, customer engagement insights, and negotiation mastery to navigate the evolving healthcare landscape. Participants will learn value-driven selling, territory planning, objection handling, and deal-closing strategies tailored to pharma sales. Through real-world case studies, interactive role-plays, and expert insights, this course ensures that professionals develop the skills needed to influence decision-makers, manage institutional accounts, and drive sustained sales success.
Features
- Master pharma-specific sales planning and territory management
- Develop value-based selling techniques to engage healthcare professionals
- Handle complex objections and negotiations with confidence
- Close high-value institutional and hospital deals effectively
Target audiences
- Pharma Key Account Managers
- Medical Sales Representatives
- Institutional Sales Executives
Curriculum
- 6 Sections
- 32 Lessons
- 2 Days
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- Planning Your Sales Approach6
- 1.1Understanding the pharma sales cycle
- 1.2Sales forecasting and territory management
- 1.3Market segmentation and targeting: Identifying high-value opportunities
- 1.4KOL (Key Opinion Leader) and influencer engagement strategies
- 1.5Competitive intelligence and strategic positioning
- 1.6Case Study: Mapping sales territories for maximum impact
- Selling with Value, Not Just Products6
- 2.1Differentiation through value-based selling
- 2.2Communicating clinical and economic benefits effectively
- 2.3Handling commoditization in pharma sales
- 2.4Strategic storytelling: Crafting compelling narratives for HCPs (Healthcare Professionals)
- 2.5Building credibility and trust with doctors, procurement teams, and hospital administrators
- 2.6Interactive Exercise: Develop and present a value proposition for a new drug launch
- Structuring the Perfect Pitch5
- 3.1Structuring an impactful sales conversation
- 3.2Psychological triggers in pharma sales
- 3.3Personalizing your pitch based on stakeholder profile (Physicians, Pharmacists, Distributors)
- 3.4Compliance and regulatory considerations in pharma sales discussions
- 3.5Role-Play: Live pitch practice with expert feedback
- Knowing Your Customer5
- Handling Questions and Objections5
- Negotiating and Closing the Sale5
- 6.1Pharma-specific negotiation tactics and best practices
- 6.2Managing procurement-driven negotiations with hospitals and institutions
- 6.3Overcoming last-minute resistance and deal-breakers
- 6.4Creating urgency and ensuring post-sale follow-ups for retention
- 6.5Simulation: Live negotiation with industry expert feedback
Instructor
