Sales Competencies Programs / Webinars

Improve the effectiveness of your sales force or customer service team through one of our sales competencies programs.

Contact us to find out more and plan a session for your organization.

Program / Webinar

Description

Event

Consultative Selling

Date

Subject

Location

Distinguish characteristics of Consultative Selling vs. other forms of communication. Learn how to uncover the main sources of pain and pleasure from the client’s perspective and to differentiate a real need from an opportunity. Develop a process to introduce solutions in a consultative and interactive style (pull). Recognize what triggers the different forms of resistance from the customers. Explore various options to obtain a sincere commitment from the customer.

Event

Closing a call with dignity

Date

Subject

Learn how to earn the right to close a call/sale. Review the characteristics of an effective close and learn about the best time to close. Develop effective questions to close.

Location

Downloadable Registration Form

Event

Effective Listening Skills

Date

Subject

Location

Learn what it takes (physically and mentally) to listen carefully and recognize counterproductive listening behaviours. Recognize what tricks the mind plays on us and explore how both visible and invisible aspects of listening affect interaction.

Event

Effective Negotiation Skills

Date

Subject

Familiarize yourself with various negotiation techniques and recognize the conditions when to best use them. Review various practices to avoid in a win-win negotiation.

Location

Downloadable Registration Form

Event

Professional Presentation Skills

Date

Subject

Location

Considering the purpose of a presentation and the pursued outcomes, take advantage of the multiple senses of the participants to increase their participation, comprehension and retention.

Event

Territory Management

Date

Subject

Learn how to recognize good practice in territory management tailored to market characteristics of targeted customers. Find out how to invest the time and material resources based on potential revenue and where a positive return on investment (ROI) is expected. Structure an optimized schedule of customer visits and prospects to maximize the number and the quality of customer visits.

Location

Downloadable Registration Form

Event

The Power of Questions

Date

Subject

Location

Discover the power of effective thought-provoking questions that lead the customer to reflect on his practice / business. Explore what a thought-provoking question is and identify the elements that drive the direction of the questions to be developed in the future. Learn how to make your currently used questions more effective by slightly modifying them.

Event

Enhancing Communication Skills in the Sales Force

Date

Subject

Review the common communication paradigms in a pharmaceutical sales force. Create diagnostic tools to help sales representatives become aware of communication performance gaps. Explore practical workshop considerations for true competency development.

Location

Downloadable Registration Form