EVIDENCE-BASED SOLUTION SELLING
Duration
1 day Training
For Who
Pharma & Medical Device Sales Professionals, MSL's, Account Executives, Managers
Format
Blended ILT & e-learning
Languages
ILT in 5 languages and eL in 1 Language (English)

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