Understand how to cultivate and maintain strong, long-term relationships with healthcare professionals including communication strategies, trust-building techniques, empathy and follow-up in relationship management.
Learn strategies for selecting, presenting, and integrating promotional materials in a way that enhances product messaging, engages healthcare professionals, and reinforces key selling points to drive successful outcomes.
This course equips Medical Representatives with effective strategies for addressing and overcoming objections and resistance when promoting product switches
This course introduces the principles, processes, and practices of negotiation in the healthcare and pharmaceutical industry, focusing on strategies, buyer behaviour, professionalism, ethics, and relationship-building to achieve effective, value-driven outcomes.
This course will provide you with a comprehensive understanding of negotiation as both a structured process and a human interaction within the healthcare and pharmaceutical environment. You will learn how negotiation strategies and tactics function, how buyer behaviours and pressures shape outcomes, and how professionalism, emotional control, and ethical conduct sustain credibility. The course explores negotiation models, styles, and stages, giving you insight into preparation, bargaining, and agreement, as well as the principles of persuasion that influence decision-making. You will gain clarity on the characteristics of business negotiation, the roles of medical representatives as negotiators, and the importance of trust, fairness, and relationship-building in achieving win–win outcomes. By the end, you will understand how negotiation underpins effective sales practice, aligns with pharmaceutical marketing strategies, and supports long-term partnerships that balance organisational objectives, client needs, and patient-centred value.
The course provides practical communication techniques for building rapport and fostering positive client relationships in a competitive market.
Learn how to use questioning techniques to uncover client needs and employ active listening strategies to build rapport, understand concerns, respond effectively and improve client engagement
Learn techniques to facilitated productive interactions, engaging group members and guiding discussions to achieve desired outcomes of small group training sessions
This course is inspired by Chris Voss' principles, designed to provide Medical Representatives with the knowledge on how to strategically use empathy in negotiation scenarios
Explore techniques for identifying different personality types and customizing their approach to foster more effective, personalized interactions. enhancing relationship-building and conversation outcomes
Explore the impact of personal presence during interactions with healthcare practitioners to make a lasting impression and enhance effectiveness in sales and relationship-building