Pharmaceutical Sales

Porter Henry offers a wide variety of sales training programs to enhance skills, strategies, and results for professional sales representatives who call on physicians, pharmacists, PAs, NPs, dentists, veterinarians, and other healthcare professionals and institutions. We provide both off-the-shelf and custom-developed training programs to meet your specific needs.

IMPACT Selling

A comprehensive home-study guide and interactive workshop help new and experienced sales representatives sell for results on every call to advance the physician decision process.

Skills include:

• Sales strategies to improve access
• Building relationships with doctors and office staff
• Pre-call planning
• Setting sales call objectives to achieve results on every call
• Opening the call
• Asking questions to identify physicians’ prescribing needs and priorities
• Presenting the core marketing message (features and benefits)
• Optimizing visuals and clinical data
• Handling resistance
• Gaining commitment (closing)
• Flexible messaging
• Post-call analysis