Evidence-Based Solution Selling® Training
Improve sales conversations with healthcare professionals using clinical evidence
A strong methodology, clinical selling skills, and the right tools drive success in heathcare sales
Healthcare providers are in the midst of a paradigm shift, which creates new expectations for sales professionals. To succeed today, healthcare and life sciences sales representatives need to be more than dispensers of product information, they must help healthcare providers and organisations solve clinical and business problems based on 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.
Evidence-Based Solution Selling® Training Programme Overview
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 leverage 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
Evidence-Based Solution Selling® for Healthcare Sales Programme Benefits
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
- Speciality Sales Professionals
- Regional/National Sales Managers
- Group Practises Account Managers
- Hospital Sales Professionals
- Medical Science Liaisons
- Sales Managers
Key Areas of Content
Clinical Study Design & Statistical Terms
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 ensure sales representatives can define terms related to EBM and integrate them into a dialogue to establish their credibility.
Critically Appraising a Clinical Study
We teach sales representatives to apply the techniques taught to physicians in med school for critically appraising clinical studies to understand the validity, significance and clinical relevance of the clinical data. This enables sales representatives to decrease the perception of bias, establish the credibility of the supporting data, and properly position the clinical relevance in the HCP's practice.
Linking Key Approved Messages to Key Study Findings
Sales 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 Selling
Sales 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 Call
Sales 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.
Deep & modern sales curriculum enables you to develop your individual sellers against role-based competencies while achieving consistency across teams.
Our customisation approach ensures we fully reflect your unique selling environment while providing best-in-class training content to ensure efficiency and relevancy.
A modern delivery approach that includes live and virtual training workshops in which participants learn and practise skills complemented with a digital, blended learning journey that reinforces, sustains, and certifies desired behaviours.
Build agile selling skills within your sales teams so that they can lead customers through a new, dynamic and digital buying journey. Agile selling skills and an outcome-focused pursuit plan are the future of selling.
Our technology provides visibility into performance so that we can measure progress and deliver real-time insights.