Distribution of complex products in the healthcare sector

Special challenges for sales in the healthcare sector

• Selling in the past and today.
• The new role in the healthcare sector.
• Situation and market analysis. Pre- and post-Covid situation

Managing customer relationships in the healthcare sector

• Recognize, understand and adapt to customer types.
• Relationship level - pitfalls and opportunities.
• Partnership-based communication and relationship management.
• From customer to fan.

Professionally evaluating customer potential in pharmaceutical sales

• Determine short, medium and long-term customer goals.
• Carry out a structured needs analysis.
• The potential of interdisciplinary cooperation.

sales persons Recognizing potential

• From the first to the last impression.
• sales persons.
• Expand your own USP.

Strategic communication - guidelines for achieving goals

• Analyze requirements and identify your customers' pain points.
• Really convincing.
• Starting the conversation and positioning yourself as an expert.
• Questioning technique to recognize the interests and goals of the contacts.
• Objection handling and convincing benefit argumentation.
• Closing techniques that connect.
• Application of the PZN method.
• Developing attractive and customer-oriented solutions.

The ideal sales day

• The visit strategy - from practice - for practice.