Improve Your Sales Conversations with Healthcare Professionals Using Clinical Evidence
Healthcare solution providers are in the midst of a paradigm shift in their business model, which creates new expectations for sales professionals in the life sciences industry. To succeed today, healthcare and life sciences sales representatives need to be more than dispensers of product information. They must be prepared to help healthcare providers and organisations solve clinical and business problems based on the best available clinical evidence.
Evidence-Based Solution Selling® (EBSS®) is a repeatable methodology that gives sales representatives the clinical selling skills and tools they need to provide the customer experience that healthcare providers expect.
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Evidence-Based Solution Selling Training Programme for Healthcare Sales Professionals
EBSS® is based on a validated competency model. To help sellers learn and master EBSS®, the training programme uses a multi-step process based on Bloom’s taxonomy to develop highly effective clinical selling skills and abilities. The EBSS® programme includes pre-work for knowledge acquisition, 2 four-hour virtual instructor-led training sessions for knowledge application, and post-training reinforcement tools for managers.
EBSS® enables representatives to apply the principles of evidence-based medicine to:
- Understand the validity, statistical significance and clinical relevance of the data that supports their brand
- Link clinical findings to brand-based solutions
- Conduct a consultative dialogue in using the language of evidence-based medicine
Benefits of the Evidence-Based Solution Selling for Healthcare Sales Training Programme
EBSS® empowers healthcare and life sciences sales professionals to deliver a differentiated customer experience that drives revenue and builds long term relationships by building a sales team that:
- Helps healthcare industry buyers make valid, relevant decisions
- Leverages clinical data to establish the value of their product
- Conducts consultative, evidence-based conversations
- Establishes trust and credibility with physicians and other healthcare buyers
- Wins more business and achieve sales goals
Evidence-Based Solution Selling® Training Programme Audience
EBSS® is designed for teams that sell to healthcare providers or major accounts that incorporate the principles of EBM into their decision-making process, such as:
- Primary Care Sales Professionals
- Specialty Sales Professionals
- Regional/National Sales Managers
- Group Practices Account Managers
- Hospital Sales Professionals
- Medical Science Liaisons
- Sales Managers
Key Areas Of Content:
Clinical Study Design & Statistical TermsIn this programme, we teach sales representatives to understand study design and statistical terms and how they affect the validity, statistical significance, and clinical relevance of a clinical study. We ensures sales representatives can define terms related to EBM and integrate them into a dialogue to establish their credibility.
Critically Appraising a Clinical StudyWe teach sales representatives to apply the techniques taught to physicians in moed school for critically appraising clinical studies to understand the validity, significance and clinical relevance of the clinical data. This understanding enables sales representatives to decrease the perception of bias, establish the credibility of the supporting data, and properly position the clinical relevance of their solution in the HCP's practise.
Linking Key Approved Messages to Key Study FindingsSales representatives will practise linking key clinical findings to key brand/solution messages using the language of evidence-based medicine. This illustrates for representatives the need to establish the credibility of the supporting data as well as the clinical relevance of the product.
Selling with Evidence-Based Solution SellingSales representatives identify where and how the principles of evidence-based medicine can be used in the buyer journey based on your call model, to differentiate their brand from the competition.
The Evidence-Based Solution Selling CallSales representatives practise conducting a consultative, evidence-based solution selling call using the language of evidence-based medicine in realistic selling situations enabling them to differentiate themselves by how they sell as well as what the sell.
Programme Delivery Options
Our Evidence-Based Solution Selling Programme is Available in the Following Modalities
VIRTUAL INSTRUCTOR-LED TRAINING THAT REPLICATES IN-PERSON CLASSROOM EXPERIENCE
Our VILT solution leverages video and digital technology and 40+ years of sales and learning expertise. Our virtual classroom replicates the experience and impact of live, in-person training by using interactive tools such as polling, chats, and breakout groups, to ensure time for small group work like group drills and role plays.
DIGITAL, ONLINE LEARNING PLATFORM BUILT TO INSPIRE SELLERS
This programme is available on our digital learning platform, sitting at the heart of a blended learning solution. It is built to engage and inspire sellers, provide real-time visibility into performance for sales managers, and drive long-term results.
INTERACTIVE, INSTRUCTOR-LED TRAINING
Our onsite, Instructor-led workshops are an experience. We use a ‘Learn-by-Doing’ methodology, where sellers are actively participating in role plays, problem-solving, and brainstorming exercises. They also receive intensive coaching and feedback throughout the onsite programme by the best facilitators in the business.