EVIDENCE-BASED SOLUTION SELLING

EVIDENCE-BASED SOLUTION SELLING®

SPI Health’s Evidence-Based Solution Selling® (EBSS) is an innovative, clinical selling skills program designed specifically for Life Sciences sales representatives. EBSS enables sellers to confidently apply the principles of evidence-based medicine to deliver brand based, patient oriented, evidence-based solutions that buyers in today’s healthcare market expect. The combination of EBSS and Solution Selling® provides the situational fluency that Life Sciences sales professionals need to increase access, credibility, and market share with buyers.

what sales PROFESSIONALS learn:

• The principles and process of EBM and how physicians are taught to use them
• How to establish solution value based on clinical evidence
• How to critically appraise a clinical study for validity and relevance
• How translate statistical significance into clinical relevance
• Linking key clinical findings to key brand solutions
• Leverage clinical evidence to create patient-centered, solution-based calls
• How to align clinical data with the needs of the buyer
• Establish trust and credibility with physicians and other healthcare buyers

key business outcomes:

• Life Sciences sellers prepared for evidence-based, value oriented conversations and not dispensers of product information
• Increased confidence leveraging clinical data
• Increased access to key physicians and healthcare professionals with a high level of buying influence
• Improved differentiation and value articulation, relative to competitive alternatives
• The ability to link relevant clinical information to brand solutions aligned with the needs of HCPs
• Higher win rates on sales opportunities
• Post-training reinforcement tools for managers