Driving for Results

How do your representatives view the selling process? Do they view it as a numbers game of hitting as many potential customers as possible? Do they view it as being very friendly and being able to relate to people? Do they view it as really “knowing their stuff?” The fact is that all of these viewpoints miss the point.

Listening Effectively The real issue is understanding how to facilitate a change of prescribing behavior. It’s about being aware of what factors can motivate people to change and what barriers keep people from changing. This module teaches sales representatives to look at themselves and the selling process in a fundamentally more productive way.

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

Virtual Hospital

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