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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 organizations 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.

At-A-Glance

3M+

Individuals Trained

130

Global Certified Facilitators

2,500

Virtual Sessions Completed in Past 6 Months

4.7

Average Facilitator Score out of 5

Evidence-Based Solution Selling Training Program for Healthcare Sales Professionals

EBSS® is based on a validated competency model. To help sellers learn and master EBSS®, the training program uses a multi-step process based on Bloom’s taxonomy to develop highly effective clinical selling skills and abilities. The EBSS® program 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

 

Benefits of the Evidence-Based Solution Selling for Healthcare Sales Training Program

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 Program 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 Terms

In this program, 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 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 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 practice.

Linking Key Approved Messages to Key Study Findings

Sales representatives will practice 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 practice 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.

Program Delivery Options

Our Evidence-Based Solution Selling Program 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 program 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 program by the best facilitators in the business.

Want More Info?

Complete the form and a team member will be in touch within 24 hours. If you need immediate assistance call us at 800-526-1650.