TLC's turnkey sales training programs teach skills using real-market situations that provide opportunities to interact with medical providers. The behaviors necessary to foster interactive, consultative, and long-term customer relationships are emphasized. Sales professionals learn how to turn customers into partners and product advocates. They learn how to develop strategies for researching, organizing, and analyzing account and sales territory information.
The outcome is an enhanced ability to understand the dynamics of the selling process and to prioritize activities for improved performance.
| Career level: | Continuing education |
| Audience: | Sales representatives and hospital and managed care specialists |
| Deliverable: | CD-ROM; available in English, Italian, Spanish, Portugese, and Brazilian Portugese |
Clinical studies: Is your team ready?
Go beyond textbooks with this interactive CD-ROM that encourages sales professionals to explore the value of reprints. This second edition uses sales simulations, tutorials, and reference engines to prepare your sales team for using reprints to their selling advantage. Reprint Ready! presents game-like challenges that take learners through several different case studies. It can be customized to a learner's level and your company's needs.
| Career level: | Basic |
| Audience: | Sales representatives and hospital and managed care specialists |
| Deliverable: | Workshop |
Teach your sales professionals how to introduce compelling scientific data into their sales presentations and make physicians sit up and take notice. This one- or half-day workshop is tailored to support your company's products and show sales representatives how to read a reprint, summarize its findings, and incorporate them into sales presentations. Role-play exercises give representatives the chance to practice new skills.
| Career level: | Advanced |
| Audience: | Sales representatives, hospital and managed care specialists |
| Deliverable: | Workshop |
Give your sales force the skills to navigate the decision-maker maze successfully with this one-day workshop that focuses on group dynamics. Group Selling covers critical topics such as group dynamics and psychology, strategies for dealing with diverse personalities, and how to identify and capitalize on sales opportunities.
| Career level: | Basic |
| Audience: | Sales representatives, hospital and managed care specialists |
| Deliverable: | Workshop |
This two-day workshop teaches sales professionals to uncover and respond to customer concerns, improving participants' ability to foster long-term, successful customer relationships. Participants learn critical selling strategies and tactics, including maximizing face-to-face selling time, profiling customers, thinking spontaneously, and uncovering customer motivations.
| Career level: | Basic |
| Audience: | Sales managers |
| Deliverable: | Workshop |
Ensure the successful implementation of the Selling Initiatives Workshop with this coaching program. The program teaches managers and other sales leaders the skills needed to provide ongoing coaching for sales representatives who have completed the Selling Initiatives Workshop. Managers learn how to encourage their teams to become product advocates and reap the value of long-term customer relationships.
| Career level: | Advanced |
| Audience: | Sales representatives, hospital and managed care specialists |
| Deliverable: | Workshop |
Give your sales team strategies and skills for selling successfully against specific competitors and competing products. This one-day workshop teaches participants how to analyze competitors and their products, create effective strategies based upon competitive analysis, and develop a plan for executing selling strategies. Participants learn highly focused selling skills and tactical strategies for improving their competitive sales approach.
| Career level: | Advanced |
| Audience: | Sales representatives, hospital and managed care specialists |
| Deliverable: | Workshop |
This one-day workshop teaches sales representatives how to analyze sales territory goals and see them as part of the larger corporate, regional, and district objectives. Participants learn techniques for prioritizing sales territory activities. The workshop also delivers tools for analyzing sales territory factors that influence success, including market penetration, competition, and customer satisfaction. The skills taught help representatives develop sound selling strategies appropriate to their individual sales territories.
| Career level: | Basic |
| Audience: | District managers |
| Deliverable: | Workshop |
This one-day workshop provides district managers with the skills and knowledge needed to be effective coaches. This workshop examines the characteristics of an effective coach, identifies the coaching strengths of each participant, reviews the standard coaching process, elicits constructive feedback, and creates a personal coaching plan of action.
| Career level: | Continuing education |
| Audience: | Sales series |
| Deliverable: | Workshop |
| This comprehensive series of half-day and full-day workshops offers an a la carte menu of tools for improving the performance of your sales representatives. Teach them the fundamentals of selling, including how to listen, investigate leads, create lead-ins, and accomplish pre-call and post-call planning. Give your representatives the cornerstones of selling, including how to handle objections. Then, enhance their sales performance with negotiating and strategic selling skills. | |
| Workshop Series: | |
| Fundamentals of Selling **Listening/Probing (1 day) **Creating Lead-ins (half day) **Pre-call and Post-call Planning (half day) |
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| Sales Cornerstones **Assessing Needs (half day) **Handling Objections (half day) |
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| Enhancement Selling **Negotiating (half day) **Strategy Selling (half day) **C-Level Selling [Selling at the CEO level] **(Five days, progressive) |
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| Career level: | Continuing education |
| Audience: | Sales representatives, hospital and managed care specialists |
| Deliverable: | Bimonthly newsletter (also available on the Web) |
Gives sales professionals the Selling Edge!
This bi-monthly newsletter gives medical sales professionals late-breaking information on industry trends and selling. Written exclusively for medical sales professionals, the newsletter is packed with timely feature articles, case studies, book reviews, market trends, and selling tips.
| Career level: | Continuing education |
| Audience: | Sales representatives, hospital and managed care specialists |
| Deliverable: | Web-Based |
| Provides you and your sales team with 24-hour Web access to TLC's Selling Edge newsletter–plus a powerful new suite of customizable online training and information resources. | |
| Content highlights: | |
| • Access the complete current issue of the bi-monthly newsletter. Review previous issues, back to 1994. Search back issues by keyword, issue date, or article topic. | |
| • Communicate directly with the Selling Edge editorial board and publishing staff regarding topics of interest or information needs. | |
| • A Web-only Market Edge section alerts you to legislative and regulatory changes in the managed care marketplace. | |
| • Customize Selling Edge Online to serve as your company's Web portal where you present information directly to your sales team. | |
| • Make Selling Edge Online a gateway to your company's training, coaching, and development resources. | |
