Focus Magazine - Fall 2012 - 31

PRODUCTTRAINING

to bring more value to their customers. product? How does the HCP view learning to strategic pull-through. the value? How does the payer? is will require a reframing of the Creating customer value by selling Create di erent messaging for each current mindset from the “push” of beyond the product’s science requires stakeholder and train to an integrated approach that Customers’ demands are getting incorporates level-setting, a those messages. more sophisticated and the clinical comprehensive stakeholder view, • Set the bar high. Train sales and customized messages for each professionals to the level of message alone does not drive results their customers’ acumen. stakeholder. Setting the bar high information by the training is can be applied to both clinical will enable your sales professionals to departments to the “pull” of and market access segments of the achieve a level of business acumen that information by the eld forces. In training. Today’s practice their customers will value so that they order for eld forces to have this requirements are becoming complex can deliver the sales results that kind of empowerment, training as healthcare continues to evolve organizations expect. I departments must use available and physicians have less time for technology to equip sales forces with patients and sales representatives. information and resources in real Because of this, clinicians have even time. higher expectations of sales For more information, scan/capture the representatives.

Summary

• Finally, shi organizational emphasis from “just-in-time”

e healthcare market is rapidly changing, requiring today’s sales forces

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Steve Shuck is the director of training and development for S3-Strategic Selling Solutions. Email Steve at sshuck@s3-sellingsolutions.com.

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ILLS SELLINGSK

s NPs/PA verlook Don’t O Training in Sales
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FEATUREST ORY

To learn more, contact
Gregg Haunroth (608) 562–6569 ghaunroth@spbt.org

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FOCUS | FALL 2012 | www.spbt.org

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Focus Magazine - Fall 2012

Table of Contents for the Digital Edition of Focus Magazine - Fall 2012