The meaning of Targeted Selling is to be ‘spot on’ with specific tailor made sales messages to each HCP that you are selling to. You will be able to implement competencies unique to modern day selling in the healthcare industry being:
Module 1A: Prepare to Sell
Learning outcomes
- Define and understand targeted selling.
- Compare and contrast targeted selling with other types of selling.
- Know and apply principles of setting pre-call objectives.
- Understand and apply the concept of primary and secondary objectives.
Module 1B: Influential Virtual Selling
Learning outcomes
- Compare and contrast virtual vs. IRL selling.
- Apply sales techniques and behaviours in a virtual setting
- Know the market leaders for virtual sales interactions.
- Know how to schedule a meeting on Zoom and Teams.
Module 2: Sell to/ Call on the Health Care Practitioner (HCP)
Learning outcomes
- Identify and qualify the needs of the HCP using the techniques provided.
- Address customers’ needs by listening, probing, observing, and presenting.
- Identify and handle objections.
- Learn how to see objections as opportunities
- Verify that the HCP needs have been met.
- Identify closing signals and close the call.
Module 3: Follow up after the call
- Determine – did I achieve my objectives? Did I move my business forward?
- How to do an effective post call analysis and plan the way forward with each HCP
