About this workshop
This workshop applies consultative selling principles to the realities of pharmaceutical sales. Representatives learn to ask concise, purposeful questions that uncover patient needs, clarify consequences, and create a customer centered reason to consider change.
Participants learn to:
- Replace product telling with concise, purposeful discovery.
- Move from broad questions to meaningful unmet need.
- Ask consequence questions that make the problem matter.
- Connect the product only after the need is established.
- Business Challenge
- Calls lead with product messages before a meaningful need is established, so customers see little urgency or reason to change.
- Who This Is Designed For
- Teams whose representatives tell more than they sell and struggle to uncover enough urgency or differentiation.