The Art of Selling Pharmaceuticals - Using The Doctor's Thought Patterns To Improve How Your Product Is Received
This manual teaches the reader how to move away from the “Fact-Fact-Benefit-Close” used by many representatives in the field today. It also teaches the “Patient-Type Centered Selling”© approach to enhance the message you deliver to the provider and how providers are trained to think and make drug selection decisions. Most importantly, it teaches you how to get a provider to use your drug for the first time. We believe the “first use” is the most challenging one to establish.
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This manual teaches the reader how to move away from the “Fact-Fact-Benefit-Close” used by many representatives in the field today. It also teaches the “Patient-Type Centered Selling”© approach to enhance the message you deliver to the provider and how providers are trained to think and make drug selection decisions. Most importantly, it teaches you how to get a provider to use your drug for the first time. We believe the “first use” is the most challenging one to establish.
