Elevate Your Sales Team: Master the 5 Critical Skills That Drive Success
In today’s evolving healthcare environment, successful sales interactions require more than product knowledge—they demand strategic skills that resonate with HCPs.
Critical Sales Skill
Best-in Class Behavior
Ineffective Behavior
Critical Sales Skill
Deep
Understanding
of HCP’s World
Understanding
of HCP’s World
Best-in Class Behavior
Enhances engagement by tailoring conversations to HCP’s specific needs and patient demographics.
Example: “Dr. Smith, given your focus on elderly diabetic patients…”
Ineffective Behavior
Shows minimal understanding by providing generic product details.
Example: “Dr. Smith, I’m excited to tell you about our product’s MOA…”
Critical Sales Skill
Clear Call Goals
and Objectives
and Objectives
Best-in Class Behavior
Begins calls with a clear purpose and respects the HCP’s time.
Example: “I’d like to build on our previous discussion about GlucoZap patients…”
Ineffective Behavior
Shows insufficient preparation and lacks defined objectives.
Example: “How are things in the practice?”
Critical Sales Skill
Tailored
Approach
Approach
Best-in Class Behavior
Adjusts communication style based on the HCP’s preferences.
Example: “Your CNO mentioned you’d value insights on central line care…”
Ineffective Behavior
Uses a one-size-fits-all approach for all HCP’s.
Example: “I’ve got a lot of great information to share with you today, everything from MOA to the latest clinical trial data.”
Critical Sales Skill
Stimulating
Questions
Questions
Best-in Class Behavior
Asks insightful questions that engage the HCP and demonstrate value.
Example: “What would you need to understand to revisit your PD therapy options?”
Ineffective Behavior
Asks generic or closed-ended questions that don’t stimulate discussion.
Example: “Would you like to know how our product would help with that type of patient?”
Critical Sales Skill
Drives for
Commitment
Commitment
Best-in Class Behavior
Proactively address HCP concerns, articulates the distinct advantages of the product compared to competitors.
Example: “…I believe palbociclib could be a valuable addition to your treatment options. I’d like to discuss a small pilot with a select group of your patients…”
Ineffective Behavior
Struggles to address HCP concerns and objections and doesn’t gain commitments.
Example: “Dr. can I count on you to start prescribing palbociclib more regularly? Why don’t you try it with the next few patients…”
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