Published 11/2024
MP4 | Video: h264, 1920x1080 | Audio: AAC, 44.1 KHz
Language: English | Size: 2.44 GB | Duration: 0h 57m
Turning Skepticism into Trust: Mastering Sales with Evidence-Driven Strategies for Skeptical Doctors
What you'll learn
How to identify skeptical doctors through behavioral cues and conversational patterns to better anticipate and address their concerns.
Effective communication techniques that build trust, using clear, transparent, and consistent information that aligns with their need for reliability.
Strategies for presenting data and evidence to skeptical doctors, using patient testimonials, case studies, and reputable sources to substantiate product claims
Approaches to handle objections and negotiate confidently by addressing doubts with credible data and balancing transparency with empathy.
Closing and follow-up methods that reinforce trust through ongoing support, transparency, and a focus on consistent, reliable outcomes.
Requirements
No specific prerequisites are required, but a background in healthcare sales or experience interacting with doctors is helpful. A willingness to adapt your communication style is essential.
Description
Selling to skeptical doctors can be a daunting task. These professionals don't just listen-they scrutinize. They're driven by evidence, precision, and a commitment to patient safety, making it challenging for sales professionals to break through initial resistance. You may feel frustrated when faced with endless questions, rigorous demands for data, or a lack of trust in your product claims. But the truth is, skeptical doctors aren't trying to be difficult; they're looking to ensure that every decision aligns with their high standards of care.In this course, you'll learn how to overcome the barriers that sales reps often face when selling to skeptical doctors. We'll explore strategies for recognizing the key characteristics of these doctors and understanding the motivations behind their skepticism. You'll learn to communicate with transparency, building credibility through honest dialogue and by aligning your message with the doctor's values.What You'll Learn:Understand Skeptical Doctors: Discover what drives skeptical doctors, including their need for solid evidence and their focus on risk mitigation.Identify Skeptical Traits: Learn how to recognize these doctors in real scenarios using behavioral cues, conversational patterns, and critical questioning.Craft Trust-Building Pitches: Develop skills to tailor your pitch with data, patient testimonials, and real-world outcomes that address skepticism directly.Handle Objections Effectively: Master the art of addressing objections about product efficacy, safety, and consistency with validated data.Build Lasting Relationships: Learn post-sale strategies to maintain trust and foster repeat business by staying transparent and supportive.Who This Course Is For:This course is designed for sales professionals in pharmaceuticals, medical devices, and healthcare. Whether you're a newcomer or an experienced sales rep, you'll gain actionable insights to transform skepticism into trust and become a valued partner to these doctors.Enroll today and turn the toughest conversations into your strongest selling points!
Overview
Section 1: Introduction
Lecture 1 Welcome & Course Overview
Lecture 2 Understanding the Skeptical Doctor Personality
Section 2: Getting to Know Skeptical Doctors
Lecture 3 Who They Are
Lecture 4 Why They Are This Way
Section 3: Identifying Skeptical Doctors in Real Situations
Lecture 5 How to Detect a Skeptical Doctor
Section 4: Tailoring Communication & Building Trust
Lecture 6 Effective Communication Techniques for Skeptical Doctors
Lecture 7 Establishing Credibility and Building Trust
Section 5: Crafting the Pitch & Presenting the Product
Lecture 8 How to Pitch to Skeptical Doctors
Lecture 9 Showcasing Value, Not Just Features
Section 6: Handling Objections and Concerns
Lecture 10 Common Objections & How to Address Them
Lecture 11 Negotiation Tactics for Skeptical Doctors
Section 7: Closing the Deal & Building for the Future
Lecture 12 Closing Strategies for Skeptical Doctors
Lecture 13 Follow-Up for Repeat Business and Referrals
Section 8: Cheat Sheet
Lecture 14 Cheat Sheet: Navigating the Skeptical Doctor
This course is designed for healthcare sales professionals who want to build trust and effectively engage with skeptical doctors by addressing their concerns and providing credible evidence.
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