HOW E.T.H.O.S. MEDICAL SALES TRAINING IS DIFFERENT

Featured Case Study

Blamey Saunders disrupted the hearing aid industry by offering premium hearing aids at a fraction of the price of competitors. While their staff were caring and compassionate, they did not have a process for helping customers to purchase hearing aids. This meant that every year, hundreds of patients were not receiving the help they needed from using the devices.

Sales Ethos trained and coached Blamey Saunders’ front-line staff. The ethical sales practices resonated well, which meant implementation of sales processes was high. As a conservative estimate, Blamey Saunders enjoyed a 20% increase in patient adherence through outbound efforts alone. This represented $1.46M over 12 months.

OUR MEDICAL SALES TRAINING PROCESS

STEP 1: DEEP DIVE

Once you have decided to undertake our medical sales training course, we will spend time with each team member to understand their perspective and the work culture. This allows us to tailor your medical sales training. We will seek to understand their:

  • Career goals
  • Biggest challenges
  • Desired learning outcomes
Medical Sales Training
Medical Sales Training

STEP 2: CONDUCT MEDICAL SALES TRAINING

Based on what we learn in the deep dive stage, we will conduct your tailored medical sales training. These can be in-person or via webinar. Here are the inclusions:

  • Worksheets & slides
  • Recordings of sessions for review & reinforcement
  • Consultations & support

STEP 3: CONDUCT SALES COACHING

Side-by-side with our medical sales training, sales coaching ensures that your team applies what they learn. Features include:

  • Review of recorded conversations
  • Personalised feedback
  • Accountability & goal-setting
Medical Sales Training

CORE MEDICAL SALES TRAINING

Increasing patient adherence to care plans

MINDSET HEALTH CHECKUP

MINDSET HEALTH CHECKUP

Imagine you are the leader of an army. You are about to send your soldiers to battle. They are given state of the art weapons, armour, and training. However, there’s one problem – they don’t want to fight! As a result of disagreement with the war, they simply don’t have the will to battle.

The same applies to your clinical team. Underlying limiting beliefs about selling, money, and the product will inhibit their effectiveness in the field. Unless negativity is addressed, your clinical team will be like the unmotivated soldiers. By attending this medical sales training course, your team will learn how:

  • To see their work as a calling rather than just a job

  • Sales, money, and business are critical parts of a healthy society

  • Being ethical is the only way to be effective in healthcare

HOW TO BUILD RAPPORT RAPIDLY

HOW TO BUILD RAPPORT RAPIDLY

Did you know that people decide whether to trust clinicians within seconds of meeting? It may sound cliché, but it is true that first impressions last! So how can your team increase the trust of patients and lower their resistance?

Fortunately, there are many actionable steps that increase patient trust. For example, there are small signals like clothing. Bigger indicators include personal integrity. Your clinical and admin teams can leave positive impressions from the moment they come in contact with prospective patients.

By attending this workshop, your team will learn how to:

  • Earn trust and lower resistance to care plans
  • Quickly build an emotional connection with patients
  • Adapt to different personality types and preferences
PRINCIPLES OF MOTIVATIONAL INTERVIEWING

PRINCIPLES OF MOTIVATIONAL INTERVIEWING

Most healthcare practitioners are well trained in diagnosing conditions for treatment. However, few understand how to motivate patients to follow care plans. Health professionals must go beyond treating the disease in order to gain adherence.

Motivational interviewing gets to the core reasons a patient wants treatment. By practicing empathic listening, your team will build emotional connections with people in their care. When combined with logical reasons for adherence, a solid case for adhering becomes evident.

In this session your team will learn how to:

  • Ask deeper questions to uncover the patient’s emotional drives
  • Practice active listening to earn trust and truly understand needs
  • Help patients to feel cared for and understood
HOW TO PRESENT CARE PLANS

HOW TO PRESENT CARE PLANS

Patients cannot follow care plans that they don’t understand. Consequently, clinicians must become expert communicators to deliver instructions in a way that is simple to understand and follow.

In addition to understanding core communication principles, your team must understand how people make decisions. As a result, care plan delivery can be tailored to individual needs in a persuasive manner.

In this medical sales training course, your team will learn how to:

  • Understand the principles of ethical persuasion

  • Discover the role of credibility, emotions, and logic in decision-making

  • Learn how to position and demonstrate care plans powerfully

HANDLING BARRIERS TO ADHERENCE

HANDLING BARRIERS TO ADHERENCE

It is natural for patients to have reservations before committing to their care plan. They may have reservations about money, time, or treatment effectiveness. Unless your team is prepared for these concerns, they will not be equipped to help patients get past them.

In this session your team will learn how to:

  • Use a 3-step process for handling any concern
  • Understand the true nature of non-adherence
  • Pre-empt and account for reasons for non-adherence
GAINING COMMITMENT TO CARE PLANS

GAINING COMMITMENT TO CARE PLANS

At the end of the consultation comes one of the most daunting aspects – gaining commitment! Many healthcare professionals are afraid to be assertive and prompt patients to commit.

Despite being a critical skill for health professionals, many have never been through sales training. As a result, they are more likely to give into patients’ reasons for non-adherence. This is neither good for the patient or the clinic!

In this medical sales training course your team will learn how to:

  • Use “trial closing” to gauge
  • Negotiate confidently and fairly
  • Apply pressure ethically to secure the sale
MANAGING OUR EMOTIONS INTELLIGENTLY

MANAGING OUR EMOTIONS INTELLIGENTLY

Being a healthcare professional can be very stressful. As a result, many are burned out or come to work in a bad mood. Unfortunately, this emotional state can cause friction with staff and negatively impact patient outcomes.

In this medical sales training course your team will learn how to:

  • Increase mindfulness to identify emotional states
  • Use clinically proven strategies to reduce stress and anxiety
  • Manage mental states to regulate emotions

ADVANCED & SUPPLEMENTARY

MEDICAL SALES TRAINING COURSES

HOW TO MANAGE TIME EFFECTIVELY

HOW TO MANAGE TIME EFFECTIVELY

Everyone is busy, but are they doing the right things? Time management is a crucial aspect of effective sales professionals. Without it, salespeople often spend much time on unnecessary activities. This ultimately results in lower revenue.

In this medical sales training course your team will learn how to:

  • Achieve their KPIs and sales targets through forward planning
  • Distinguish between urgency and importance in tasks
  • Optimise and prioritise activities based on KPIs
HOW TO INCREASE FOCUS SCIENTIFICALLY

HOW TO INCREASE FOCUS SCIENTIFICALLY

We are living in a highly distracted workplace. In the office or at home, distractions will destroy your team’s productivity and profitability. How can sales professionals overcome these barriers to performance?

In this session, we will:

  • Discover the science behind human behaviour and willpower
  • Put measures in place to prevent distractions and remain focused
  • Begin using internal, social, and environmental factors to increase self-control

ENQUIRE ABOUT MEDICAL SALES TRAINING

Drop us a line or request a complimentary sales consultation. We will offer insights into your biggest sales challenge, with absolutely no obligation to commit!

Melbourne Office

Ph: 1300 974 377

Waterman Business Centre

Level 2, UL401341 Dandenong Road, Chadstone 3148