Healthcare and Medical Sales Training
Give your sales team the skills to communicate value to healthcare providers and end users
Sales Challenges in the Healthcare and Medical Industry
The healthcare and medical device market is rapidly changing, and your salespeople need the skills to stay ahead of the competition and establish strategic relationships with physicians, healthcare providers, and/or end users. Sales reps must stay up to date with changes in the medical field, pharmaceutical industry, and/or healthcare industry, but also understand the wants and needs of a wide range of decision makers—and communicate value in a way that gets through to them.
How The Brooks Group Can Help
Healthcare and Medical Services sales training programs from The Brooks Group show sales representatives how to build relationships and understand the unique challenges their prospects are facing.
Your sales representatives will receive hands-on training to combine their product knowledge with effective selling techniques. They’ll learn to use a structured, consultative sales process—allowing them to align themselves with the right individuals and companies and know at any given time where they are with an opportunity. Establishing a consistent language across the sales force makes deal coaching much more effective while increasing sales forecast accuracy.
The Brooks Group has partnered with these industry-leading companies and more
Sales Sustainability and Increased Performance in Healthcare and Medical Services Depends on These 3 Key Anchors:
The first step in a successful medical sales training initiative is making sure the right people are in place to do the job. TriMetrix assessments identify talent matched for the position, and give sales managers a guide for coaching in the most effective way.
IMPACT Selling is a straightforward, memorable sales process that can be applied to a wide range of products. Training is customized to incorporate industry challenges and terminology and gives sellers the skills needed to build value and sell more at higher margins.
A healthcare sales training program must be met with consistent coaching and reinforcement in order for the results to stick and produce long-term success. Our reinforcement programs solidify the training, and ensure that no sales representative reverts back to old habits.
With Healthcare and Medical Device Sales Training from The Brooks Group your team will learn to:
Become a Respected Partner and Advisor
In the healthcare industry, on-site visits are nice but if you’re not bringing value to your prospects then you’re commoditizing yourself. Using a consultative selling approach combined with product knowledge will build credibility and trust.
Communicate with Multiple Levels of Decision Makers
With multiple levels of decision makers from physicians to consumers, your reps will learn to identify the physicians or decision maker’s behavior style and adapt their approach to sell the way the buyer wants to buy.
Build Value in the Eyes of Your Prospects
Instead of product feature dumps, a buyer-focused sales process allows your salespeople to uncover the needs of health care providers and consumers and present a solution in the most effective way.
Your medical representative team must be able to navigate the complex and diverse healthcare marketplace and be seen as trusted advisors by a wide range of decision makers—from physicians to end users.
Leading Long-Term Care Provider Implements IMPACT Selling and TriMetrix Assessments to Generate an Additional $1,240,650 in Revenue
HCR ManorCare, a leading provider of short-term, post-hospital services and long-term care was able to establish a common language throughout the entire organization and optimize talent management efforts after partnering with The Brooks Group.
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