EVIDENCE-BASED SOLUTION SELLING® TRAINING PROGRAM

Duration
1 day Training
For Who
Pharma & Medical Device Sales Professionals, MSL's, Account Executives, Managers
Format
Blended ILT & e-learning
Languages
ILT in 5 languages and eL in 1 Language (English)
EVIDENCE-BASED SOLUTION SELLING® TRAINING PROGRAM

SPI Health’s Evidence-Based Solution Selling® (EBSS) is an innovative, clinical selling skills program designed specifically for Life Sciences sales representatives. EBSS enables sellers to confidently apply the principles of evidence-based medicine to deliver brand based, patient oriented, evidence-based solutions that buyers in today’s healthcare market expect. The combination of EBSS and Solution Selling® provides the situational fluency that Life Sciences sales professionals need to increase access, credibility, and market share with buyers.

what sales PROFESSIONALS learn:
  • The principles and process of EBM and how physicians are taught to use them
  • How to establish solution value based on clinical evidence
  • How to critically appraise a clinical study for validity and relevance
  • How translate statistical significance into clinical relevance
  • Linking key clinical findings to key brand solutions
  • Leverage clinical evidence to create patient-centered, solution-based calls
  • How to align clinical data with the needs of the buyer
  • Establish trust and credibility with physicians and other healthcare buyers
key business outcomes:
  • Life Sciences sellers prepared for evidence-based, value oriented conversations and not dispensers of product information
  • Increased confidence leveraging clinical data
  • Increased access to key physicians and healthcare professionals with a high level of buying influence
  • Improved differentiation and value articulation, relative to competitive alternatives
  • The ability to link relevant clinical information to brand solutions aligned with the needs of HCPs
  • Higher win rates on sales opportunities
  • Post-training reinforcement tools for managers
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