Most Helpful Customer Reviews
Selling to Specialist Physicians based on 0 ratings. 2 reviews.
Since I started using the selling skills techniques outlined in this book, I am better equipped to not only access my physicians, but to also engage them more effectively in productive sales conversations. The writers descriptions of the different physician specialist styles is precise and right on target. In addition, their free 360 sales call planning tool describes doctors perfectly, allowing the sales rep to be far more effective in their interactions with physicians. I learned alot from this book, and it didn't cost me a thing, since the sales call planning tool is a free add-on. This publisher has a complete line if pharmaceutical selling books, that I have found to be very good.
I found this book to provide the all of the information that you would find in an advanced selling skills training program. The book's focus is on selling to physician specialists, it outlines ways through the use of psychological selling techniques to identify physician needs. Numerous physician profile exercises allow the reader to determine the best approaches to use with the different types of physicians, including an on-line sales call planning instrument. This book provides you with all of the tools that you need to prepare 'quality' sales calls on specialists. There is also useful information on bridging techniques, group selling skills, and presenting clinical reprints to physicians. In essence, this book takes pharmaceutical selling to the next level.