Physicians differ significantly in terms of how they think and practice medicine!
And yet, many medical reps make the mistake of using a "one size fits all" approach.
Medical reps need to not only understand the individual attitudes and prescribing behaviour of
each of their customers, but to also choose the "right" selling approach that will quickly engage
the physician's interest ... and make best use of available face-to-face selling time.
Being customer-centric also means identifying and focusing on those topics for discussion
that are most important and relevant to the physician, and the challenges they face in managing
their patients. In other words, providing "high quality" information about the key differentiating
clinical benefits of their drug product(s) that are of greatest value to the physician.
And finally, medical reps need to do all of this by effectively using "best evidence" to support
their product claims, and in a "professional" manner ... in a way that emphasizes a relaxed, two-way
conversation.
We use a number of innovative tools, based on industry best practices, for determining
the most appropriate selling approach for you to use with each of your customers, and
for optimizing the ability of your medical sales team to do this effectively.
What Our Clients Say
"The strategic workshop you facilitated
really helped us to better understand
our customers, and identify opportunities
for improving our overall marketing
and selling approach."
Vice-President of Marketing
"EDGE gave us an objective way of measuring the selling competence of our sales people, and helped us significantly improve their customer knowledge and communication skills.
I strongly recommend other pharma companies
adopt this process."
Vice-President of Sales
"You guys did an outstanding job.
We received rave reviews from our
VP of Sales and Marketing.
It's a pleasure working with you."
Director
Sales Force Development
