The Customer:
Berlex Laboratories has been integrated into Bayer HealthCare, and operates as an integrated specialty pharmaceuticals business under a new name, Bayer HealthCare Pharmaceuticals.
The Bayer name is one of the most-recognized brands in healthcare, built on the company's long history of providing medicines that healthcare providers and patients can trust. By combining the strengths of two of the most recognized and well respected pharmaceutical companies in the world; Bayer and Berlex - Bayer HealthCare Pharmaceuticals has become a new leader in the specialty pharmaceutical arena.
The Challenge:
- Overall reduction of customer budgets and spending
- Increase in cost of production and transportation
- Dramatic decrease in competition’s prices
- Shifting end user attitudes regarding product and competition
- Reimbursement restrictions
The Solution:
- Learn how to build trust with different behavioral types
- Communicate value through the entire selling interaction
- Fully analyze customer organizations and their driving forces
- Anticipate and handle negative behavior and objections
- Role-play “cold calling” skills and gain an understanding of prospecting
- Learn how to get an agreement to act to bring closure to discussions.
- Self-evaluate implementation of skills and ensure lasting results in performance
The Breakthrough:
- Sold additional $300,000 in product in one month
- 28% Personal sales growth in 30 days
- Sales representative advanced 33 positions to 117 of 395 in one month with primary product
- Secondary product personal sales climbed from 19th to 2nd in the nation
- Participant in October course used skills to attain company’s Sales Representative
of the Year award
Skill Areas and Business Processes Impacted
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Material Components
- 3 Customized Role Play
- Workbooks
- Visual Reinforcement
- Case studies
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SPORTS Model
- Setting Direction
- Problem Clarification
- Offering Options
- Recommending Solutions
- Testing for Agreement
- Synthesizing and Sharing
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Targeting Four Specific Buyers
- User Buyers
- Technical Buyers
- Financial Buyers
- Executive Buyers
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Interaction
- Application exercises
- Practice exercises
- Group discussion
- Coaching and Feedback
- Immediate practical application
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