Handling Clinical Objections

This course is a perfect compliment to Clinical Strategic Selling Skills and helps representatives categorize and answer any objection they may face from their physicians .

Physician objections are really a request for information. When a physician has all the needed information they are more motivated to change their prescribing habits.

Handling Physician Objections teaches representatives four simple steps to answer any type of objection.

In addition, CPR probing, questioning and listening strategies are employed.

This course is provided in a workshop format that captures the top twelve objections for each product sold.

This is a necessity for any advanced sales training program.

Handling Physician Objections Tools:

	Handling Physician Objections Participant’s Guide Handling Physician Objections Participant’s Guide allows the participants to follow along in the course material and provides worksheets for each activity. There is space provided for note taking and an opportunity to script out each objection.
	Handling Physician Objections Job Aids These job aids are reminder cards containing the definitions for each objection type as well as the Objection Handling Action Steps.
	Coaching Tools Coaching Tools provide the manager the needed tools to insure implementation of the skill into the field. A check list of Action Steps allows the manager to objectively evaluate areas of excellence as well as developmental needs.

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TAP Consulting, LLC
 Reaching Maximum Growth By Strengthening Your Foundational Skills
 3340 Greenfern Court Alpharetta, GA 30004
 (770) 596-1498 
Pharma Rep Sales Training... That Works!