Medical Sales Training

sales training for medical suppliers

This medical sales training course presents the skills and techniques required by a successful sales person selling into the medical industry. The course addresses the specific challenges of selling to medical professionals.If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.

Only one or two people to train? Then click here for our open course options, or consider our coaching service


Course Overview:

The courses is highly interactive, the course tutor building on the experiences of the delegates. The key points are reinforced with syndicate and practical exercises to ensure that delegates build their portfolio of techniques to become more effective.

The course starts by examining the role that a successful medical sales person plays, followed by identifying the qualities that achieve high sales performance in this industry. The course takes delegates through the steps of the sales process. The key stages include: planning, prospecting, making appointments, the structure for customer meetings, consultative selling and questioning skills, presentation & demonstration techniques, sales proposals, objection handling and closing.

Programme Contents

The Professional Role of Medical Salesperson
- The Actions of Successful Medical Sales People
The Challenges of Selling in the Medical Industry
Selling to Medical Professionals
Using the Benefit Concept Effectively
Beating the Competition
Pre-Approach Work
- Essential Preparation
- Qualifying the Customer
Making Appointments               
Selling to Multiple Decision Makers           
Creating the Right Impression           
Opening Up the Sale           
Identifying the Customer’s Criteria for Purchasing               
Building Customer Needs               
Making Effective Sales Presentations           
Dealing With Difficult Questions
Handling Price Objections               
Reacting to Buying Signals               
Gaining Commitment                           
Effective Closing                   
Call Follow-up
Managing Field Sales Time Effectively       
Territory Management               
The Qualities for Success
Delegates’ Next Action
Practical Exercises with Tutor Feedback

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