This module trains sales representatives to address customer concerns, barriers and objectives in a respectful, professional and effective way.

The key is to ask the right questions in the right manner to uncover the customer’s true concerns. It’s not enough to assume that the physician has no issues just because none have been voiced. The truth is that most customers aren’t going to take the time to tell sales representatives why they are resistant to change unless the representative knows how to ask the right questions. Those who proactively discover and address the customer’s concerns are the ones who successfully change prescribing behavior.

All Raising the Bar modules are designed to move sales representatives from average to best-in-class performers. Click the button below to view a sample Raising the Bar™ course.

(Listening Effectively Demo)

Available Modules

• Driving for Results
• Adopting the Physician’s Point of View
• Listening Effectively
• Probing for Value
• Adapting Presentation, Responding Effectively to Challenges, Delivering Compelling Messages
• Proactively Addressing Customer Concerns
• Gaining Commitment
• Creating Call Continuity
• Managing the Account Strategically

• Virtual Hospital