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Life Sciences Sales Training Programs

Train Your Team to Focus on Value When Selling Life Sciences

Select Life Sciences Industry Clients

  • Cardinal Health grayscale logo
  • logo sophia genetics
  • Sunrise Senior Living grayscale logo
  • Philips grayscale logo
  • McKesson grayscale logo
  • Integra grayscale logo
  • Cancer Treatment Center Of America grayscale logo
  • Anthem grayscale logo
  • Bausch + Lomb grayscale logo
  • Blue Cross Blue Shield grayscale logo

Over the last 10 years, selling in the Healthcare market has been a moving target based on regulatory changes. Add to that the current business environment and it is easy to see why many sales representatives are having trouble navigating the path to success. However, at Richardson Sales Performance, we offer healthcare sales training that helps pilot the uncharted pathway to outperformance.

Consider this, the healthcare industry is a complex latticework of intersecting roads. Finding the right path to the sale is difficult. Much of this challenge stems from a broad decade-long, transition to value-based care systems. This framework provides incentives for health systems and HCPs to decrease the cost of care while providing better patient outcomes based on the best available clinical evidence. This move from volume to value, puts greater pressure on healthcare providers to manage costs Unfortunately it also pushes many sales representatives to sell only on price as opposed to the value of their solution. This moves the average representative in opposite directions of the needs of HCP’s in today’s market.

As if adjusting to new business and practice models in healthcare is not enough, sales professionals accustomed to gaining face to face access must now engage healthcare stakeholders virtually. According to recent physician surveys, a majority believe that virtual engagements are here to stay meaning that representatives need to master new virtual selling skills.

Despite these challenges, sales organizations that adjust to meet the expectations of stakeholders in the healthcare market will differentiate themselves not only by what they sell but also by how they sell. Additionally, they will deliver the exceptional customer experience that earns them the status of a trusted advisor.

The solution?  Engage the buyer by exhibiting a deeper understanding of their problem.

Sales Training for Life Sciences Teams

At Richardson Sales Performance, we’ve helped some of the world’s leading healthcare organizations reinvigorate their sales force. How did we do it? We gave them the tools to identify the buyer’s needs more clearly and respond to change quickly.

A salesperson cannot position a solution without a detailed understanding of the problem. Diagnose before prescribing.

Supporting the need for this approach is research from Gallup showing that only 53% of B2B customers strongly agree that their supplier is a trusted advisor. Moreover, the rewards for sellers that can establish a trusting relationship are substantial. The same research illustrates that buyers who see their seller as a trusted advisor are 2.5x “more likely to say they are ‘extremely likely’ to repurchase the company’s products and services.”

The key is to form a connection with the buyer, understand their critical business/practice issues then marshal appropriate organizational resources to help them through the buying journey. We create customized sales training programs suited to the seller’s specific area of the market. There are many ways forward, but there is only one that’s right for you.

Life Sciences Sales Training Programs

Our healthcare sales training programs enable sellers to leverage a buyer-aligned sales process and an agile consultative dialogue to gain insights that they can use to match capabilities with customer needs and advance the sale.

Leverage Richardson Sales Performance’s resources to refocus your sales team on understanding the buyer’s needs and connecting organizational capabilities with HCP needs.

evidence-based solution selling training for healthcare

Evidence-Based Solution Selling® Brochure

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Solutions You Might Be Interested In

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Our Impact

  • 900Global Clients

  • 3.5M+Individuals Trained

  • 12%5-12% Increase in Revenue

  • 24%Improvement in skill efficiency

  • 35%Increase in knowledge proficiency

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Resources for Life Sciences Sales Professionals

hcp trusted advisor brief

Brief: Bringing Crisis-Relevant Solutions to Healthcare Professionals

Download the brief to explore the three most pressing challenges HCPs are battling in the COVID-19 crisis and how sales professionals can respond to each.

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virtual selling for healthcare sales

3 Ways the Pandemic has Rewritten the Future of Healthcare Sales

Learn how healthcare sales professionals who embrace virtual selling, account strategy, & sales enablement will have competitive advantage.

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successful virtual selling

Brief: Gaining Virtual Access to Healthcare Professionals

Download the brief to learn how healthcare sales professionals can front-load their efforts so their first outreach sparks interest.

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