• General Description: 

In the high-stakes environment of pharmaceutical sales, the ability to engage Healthcare Professionals (HCPs) with confidence and integrity is paramount. Many medical reps struggle with hesitant communication, often yielding too quickly to time pressures or skepticism from physicians and pharmacists. This 2-day intensive program is designed to transform "order-takers" into assertive advocates. Participants will learn how to balance clinical evidence with persuasive communication, master the "STAR" approach to handling objections, and lead challenging discussions with authority. By developing a truly assertive mindset, reps will build stronger, more credible partnerships with HCPs that drive both patient outcomes and commercial results.

• Course Objectives: 

By the end of this course, participants will be able to:

• 1. Demonstrate assertive communication that respects the HCP’s time while ensuring key clinical messages are heard.

  2. Present complex value propositions and clinical data with clarity, confidence, and professional poise.

  3. Handle customer concerns and clinical objections directly using structured de-escalation and evidence-based rebuttals.

  4. Navigate high-pressure discussions with skeptical physicians or pharmacists without losing composure or compromising ethics.

• Duration: 

 2 days | Virtual: 6 sessions × 3 hours.

• Course Outline (2-Day Agenda):

Day 1: The Assertive Mindset & Value Delivery

Module 1: The Assertiveness Spectrum in Pharma

Module 2: Structured Clinical Advocacy

Day 2: Handling Objections & Challenging Dynamics

Module 3: Direct Objection Handling

Module 4: Navigating Difficult HCP Personalities

Module 5: Role-Play & Simulation