Introduction

The Competency Based SMART Healthcare Creative Selling Skills course is presented on two levels. Level 1 for representatives requiring basic selling skills training, and Level 2 for the experienced representative.

Objective

Level 1 Level 2
  • To learn key selling skills
  • To learn effective communication skills
  • To implement and apply learnt skills 
  • through interactive sessions and workshops
  • To build on existing selling skills by understanding and appreciating
    the behavioural and psychological
    aspects of selling

Programme Outline

Level 1 Level 2
Anatomy of the Sale  
  • Know yourself
  • Preparing for the call - planning, setting objectives
  • Questioning, listening, observing, interpreting
  • Review of basic selling skills
  • Successful representative characteristics
  • Social selling styles and customer profiling
Physiology of the Sale  
  • Gatekeepers
  • Developing dynamic openings
  • Identifying problems and needs
  • Selling benefits relative to identified needs
  • Feeler questions
  • Successful closes
  • Questioning techniques
  • Creative selling - psychological selling
  • Analysing buyer behaviour and types
  • Funneling the presentation
  • Solution selling
  • Successful closes
Pathology of the Sale  
  • Handling objections
  • Customer types
  • What about the competition?
  • Handling primary and secondary objections
  • Negotiating with difficult customers
  • Competitive selling
Pharmacology of the Sale  
  • Bridging the presentation
  • Optimising the use of sales tools
  • Role play
  • Attack, defend, extend strategies
  • Integrating and applying creative selling
  • Role play

Who should attend

  • Representatives who will benefit from a creative approach to healthcare selling
  • Experienced representatives who will benefit from a new behavioural approach to healthcare selling
Duration: Level 1 & 2: Each are 3 day workshops

 

Schedule:

Level 1:
27th - 29th January
5th - 7th May
Level 2:
8th - 9th March
17th - 19th May

Price:

Level 1: R5200.00 EX VAT
Level 2: R5700.00 EX VAT

 
     
 

Do you build empathy with your customer at the first call?

Are you confident to ask for the order, close the sale, gain commitment and ongoing sales?

Do you see a customer objection as a threat or an opportunity?

 

Smart Selling Skills is:

Healthcare specific.

Tailored to company products and sales force requirements.

Built around company marketing strategies and promotional campaigns.

Able to offer your sales force realistic detailing/selling to outside “doctor/pharmacists. “