NAMSR™’s Advanced Medical Sales Representative training course is designed specifically for the experienced medical sales representative and is very interactive and practical. As with other NAMSR™ training programs, the courses is available by correspondence but is also available to small or medium sized groups. NAMSR™ live training programs are never run as seminars and the average group sizes is kept to 20 or less. However, tailor-made courses for individual companies can be managed for groups of up to 100, depending on the type of training required. All the training is focused on action planning so representatives can expect immediate impact on return to the workplace. NAMSR™’s style is to operate interactive workshops with practical case studies and activities for individuals and groups. The training is also being made available with an interactive online system and should be available shortly for individual usage.

The Advanced Medical Sales Training Program has 7 key areas of focus:

• Negotiating Skills
• Closing the Sale
• Advanced Closing Skills
• Medical/Product & Technical Training
• Developing Listening Skills
• Understanding Customers
• Advanced Selling Skills
• Key Selling Traits
• Developing Major Accounts

NEGOTIATING SKILLS

This negotiation skills training will offer medical sales representatives the confidence to plan a negotiation strategy and execute it to perfection. Seven methods to improve negotiating are taught, and the most common negotiating errors are exposed in this negotiating skills course. This training will help medical sales representatives who are looking to improve their negotiating skills.

The training will provide:

• Greater confidence to negotiate at all levels
• Knowledge of strategic negotiation
• Achieving a conclusion to both partiesTo return to the workplace with well-rehearsed negotiating techniques relating to their own individual situations

CLOSING THE SALE

Closing the Sale and Dealing with Objections. This part of the training reviews the sales process and identifies the appropriate time to apply a close and how to go about it. Through role-play and questionnaires, we analyze your closing technique and highlight areas for improvement. The course also includes effective methods of dealing with customers' objections and indecision.
This training will help any medical sales rep who is involved in the final stages of the sales process.

Training will include the following:

• 20+ types of closing strategies
• Greater confidence in handling objections positively
• Understanding the customer's motivation
• Overcoming customers' objections to the price
• Individual sales issues discussed and resolved

ADVANCED CLOSING SKILLS

This advanced closing skills course is specifically designed for more experienced sales people, it reviews the sales process and identifies the appropriate time to apply a close and how to go about it. Through role-play and questionnaires we analyze your closing technique and highlight areas for improvement.

The training aids all types of medical sales representatives. Role-plays are a vital ingredient of closing courses so delegates should be prepared to actively participate throughout the day.

The course content is as follows:

• How and when to use over 20 types of closes
• Greater ability to handle objections
• Gain greater confidence to close in difficult situations

DEVELOPING LISTENING SKILLS

There are many reasons why people struggle to listen effectively. These include: Believing that the only way he put their point across is to talk more and increase the volume! Lacking the ability to concentrate. An inability to let go of a specific point and spending most of their time thinking about what they want to say rather than listen to the speaker. This part of the training addresses all of these and provides you with the skills, knowledge and attitudes to become a skilled listener.
This training will help anyone who wishes to improve one of the most fundamental skills in sales; listening.

The details of the training is as follows:

• Identification of any self imposed barriers to active listening
• How to instantly develop rapport with anyone to lay the foundation for listening
• How to adjust physiology to adopt the most effective 'listening posture'
• Use of a questioning framework to elicit from just about anyone what they want and why they want it
• Identification and use of the key behaviors that demonstrate that you are actively listening
• How to quickly identify the emotional state of anyone you come into contact with and modify your behavior in order to be perceived as empathizing with the speaker
• How to recognize when a discussion is turning into a conflict and adopt a strategy to remove any unhelpful emotions out of the situation

UNDERSTANDING CUSTOMERS

Only when we really understand our customers' experiences of our business can we make real improvements to our business practice.This course develops techniques to help identify our customers' expectations and how we can meet and exceed them in both the sales and after sales roles.

Medical sales representatives will be exposed to the below techniques:

• Understand the value of brands
• The importance of customer care in retaining business
• An understanding of how their business compares to the competition
• A plan to ensure they meet and exceed customer expectations

ADVANCED SELLING SKILLS

For experienced sales people, this more advanced selling skills course includes the science of questions in qualification and advanced objection handling skills. Participants will be expected to be comfortable participating in role-plays, which form a major part of the course.Finally, a review of closing techniques and a self-analysis of preferred styles highlights the most appropriate strategies for each individual. This section helps more experienced medical sales professionals wishing to refresh and enhance their skills.

Medical reps will obtain the following skills:

• Understanding why customers don't buy
• How and when to use over 20 closing strategies
• The ability to handle difficult objections
• Improving qualification
• The ability to handle objections and achieving excellent customer care

KEY SELLING TRAITS

The key selling skills sales training course is also known as 'Three and half steps to selling', this course teaches delegates how to maximize their sales potential by learning the rules of selling. From prospecting and establishing interest, to presenting and closing, this training provides representatives skills in how to plan and execute a sale from conception to handshake.
Any person involved in selling a medical product or service at any level will benefit from the below topics:

• The ability to identify their market
• Greater confidence in generating new business by telephone
• The ability to identify and implement various closing techniques
• Negotiating skills
• Knowledge of follow-up systems

DEVELOPING MAJOR ACCOUNTS

This developing major accounts course is essential for any medical salesperson trying to develop a major account. Delegates learn how to identify key influencers in the organization, assess the political strengths and weaknesses of their contacts and allocate sales time accordingly. Medical sales representative complete the course by designing tailor-made strategies for selling more to their major accounts. Medical sales representative involved in selling a product or service to accounts that have the potential to provide large volume sales will benefit from the below focused areas:

• Ability to formulate a sales proposal that takes into account the main competition
• Strategies for achieving true alignment with the politically powerful people within the customer's organization
• Knowledge of how to implement a CRM (Customer Relationship Management) system which incorporates multiple influencers within each company.

If you or your company is interested in this training please email the NAMSR™ at training@medicalsalescareer.com.