2 Day Online Consultative Selling for Pharma Professionals Training Course: Expert Advice on a 4 Step Process to Enhance Influence and Foster Deeper Long-term Client Commitments (May 13-14, 2024)

News provided by

Oct 27, 2023, 13:00 ET

DUBLIN, Oct. 27, 2023 /PRNewswire/ -- The "Consultative Selling for Pharma Professionals Training Course" conference has been added to ResearchAndMarkets.com's offering.

In this two-day training program, Robert Hersowitz will guide participants through a four-step process that is certain to enhance influence and foster deeper client commitment.

This online training course is particularly beneficial for newly appointed sales professionals, sales executives, and sales team members aiming to shift from transactional to value-based selling. As organizations face heightened competition, sales teams must evolve, with sales executives taking on roles as advisors, catalysts, change agents, and informal leaders.

The key is to exert influence effectively, instilling confidence and building integrity and trust with clients. To reach this stage, sales team members must acquire the skills to assist clients in identifying innovative solutions and exploring new methodologies to meet their practice and patient objectives.

By attending this workshop you will learn:

How to develop successful influence strategies with clients using the Four Phase Influence Model which transcends cultural and functional boundaries
Techniques for building trust and establishing rapport with others
Assessment techniques for understanding and 'reading' clients and potential clients
Methods for setting up achievement-oriented networking sessions with individuals and groups
How to create impact and keep people interested
The best ways to present information to clients (individuals and groups)
Informal 'negotiation' skills which conform to the behavioural 'styles' of those being influenced
A variety of behavioural strategies for dealing with different types of 'difficult people
Methods of influence which set boundaries, finalise and clarify agreements
Influence tactics that inspire confidence without dominating or bullying others

Agenda:

Introduction

Understanding the changing role of the pharma sales executive in today's business environment
Understanding the key differences between transactional selling and consultative selling
Past trends and why these are less successful
Identifying the obstacles and challenges faced by sales teams and executives in today's pharma organizations
Exploring the nature of consultant/client relationships
Understanding how and why influencing strategies have changed - shifting the focus from selling the product to selling the solution

Preparing the ground

Researching your prospect (personal profile and professional background)
Using digital tools and social media to find out more about the prospect and his/her work and potential needs (holistic approach)
Identifying the potential enablers and disablers

The Four Phase Influence Model

Phase One: Engaging, Bonding, Lobbying, Affiliating (Networking)
Phase Two: Factualising, Rationalising, Structuring
Phase Three: Modelling, Conceptualizing, Consulting and Intriguing
Phase Four: Analysing, Legitimising, Testing, Controlling, Prescribing and Transacting

Assessment Tactics

Understanding the Human Mindset
Calibrating, mirroring and leading strategies as part of the Influence process
Understanding diversity and cultural distinctions
Constructing a 'diversity map' as a tool for influence

Applying the Theory (moving through the phases)

First contact - a behavioural guide to establishing rapport upwards, downwards and sideways
Controlling the interaction - managing time and place without domination
Consultation - maintaining involvement - using questions, reflecting and listening skills
Alternative ways to connect with prospects
How to avoid the hospital/clinic hallway 4 minute pitch
Presenting information with impact and creativity
Mapping and defining the agreement - process, milestones, targets and results
Measuring and evaluating results
Influence in practice
Case studies - role playing and problem solving

Dealing with Difficult Situations

Avoiding negative influence - ACID - Abdication, Coercion, Intimidation and Deception
Getting past the Procurement Department
Informal negotiation skills
Working with assertiveness - avoiding aggression and passivity
Using Non-Verbal Communication as a positive means of influencing others' behaviour

Self Evaluation and Planning for Improvement

Understanding one's own profile - how other's (the client) see us (mindset, management style etc.)
Setting goals for modification and change
Developing a 'self improvement' plan
Identifying specific skills and competencies (self audit)

Speakers:

Robert Hersowitz
Director
Falconbury Ltd

Robert Hersowitz is director of his own business consultancy specialising in organisational and management development and works closely with top management as a consultant and executive coach on change management, human resources and leadership issues. He has established an international reputation over the past 21 years, working with blue chip companies worldwide.

Well-known for his work in designing and delivering management workshops and seminars across many sectors, he regularly contributes as a key-note speaker at international conferences and has written numerous articles.

For more information about this conference visit https://www.researchandmarkets.com/r/f00jvl

About ResearchAndMarkets.com
ResearchAndMarkets.com is the world's leading source for international market research reports and market data. We provide you with the latest data on international and regional markets, key industries, the top companies, new products and the latest trends.

Media Contact:

Research and Markets
Laura Wood, Senior Manager
press@researchandmarkets.com

For E.S.T Office Hours Call +1-917-300-0470
For U.S./CAN Toll Free Call +1-800-526-8630
For GMT Office Hours Call +353-1-416-8900

U.S. Fax: 646-607-1907
Fax (outside U.S.): +353-1-481-1716

Logo: https://mma.prnewswire.com/media/539438/Research_and_Markets_Logo.jpg

SOURCE Research and Markets