Integrity Selling^® for Pharmaceutical Sales

Seismic change is taking place in pharmaceutical sales training today. The days of flooding the market with more representatives and delivering a "canned" presentation on every call are coming to an end. Physicians have pushed back by limiting access to a select few.

Forward thinking pharmaceutical and biotech sales training organizations will restore trust and build a stronger value proposition through a return to customer-focused selling. This paradigm shift requires that sales, marketing and training begin to implement strategies for a return to customer-focused selling.

Integrity Selling^® is a simple, but profound sales process that provides the foundation for a physician and patient-focused culture. Grounded in strong values and ethics, the Integrity Selling^® curriculum embodies the following:

• A needs-focused selling system — AID,Inc.^®
• How to sell to different Behavior Styles®
• An eight-week follow-up course with accountability for application
• Principles-based content — easily applied regardless of tenure or product
• • Learning dynamics that affect attitudes and beliefs about selling and Pharmaceutical Sales Training
• A structure for marketing integration and field ride evaluation
• A process for coaching skill and will
• Beyond the Basics modules to further develop core skills
• A strong focus on Pre-call planning and Post-call analysis

Integrity Selling^® is typically led by your in-house facilitators, with extensive DM involvement and support. Improved communication and more meaningful dialogue result in stronger physician relationships, improved access and increased market share.

Congruence of Knowledge, Skills and Values

Successfully selling in today’s increasingly competitive market requires more than product knowledge. It is also greatly influenced by beliefs and values. Five key dimensions that greatly influence the ability to sell successfully are:

Integrity Selling^® helps bring these into congruence, or alignment, through unique learning dynamics and supportive coaching by managers. As a result, achievement drive is released and representatives have more confidence and commitment to do the activities that result in long-term sales success.

Prescription for Behavior Change

The objective of Integrity Selling^® is to create new selling behaviors, which occurs only through time lapse, repetition and positive reinforcement. Participants are introduced to needs-focused selling strategies in a one or two-day initial seminar.

Selling behaviors are strengthened through an eight-week follow-up course. Often led by DM’s, these one-hour modules can be delivered by teleconference, meeting or blended learning, and account for up to 90% of the benefits of the course.

The AID, Inc.^® Selling System

A simple, yet profound element of Integrity Selling^® is the AID,Inc.^® sales model, which provides a foundation for applying and coaching to a consistent sales process.

AID,Inc.^® is like an accordion — it can be compressed for a short call or expanded for application throughout the call continuum.

The colors indicate approximately how much time the representative should be listening (black) versus talking (red). The width of the bars illustrates approximate amount of time for each step.

The Foundation of Integrity Selling^®

The foundation of Integrity Selling is a Statement of Values and Ethics that helps define selling as a process of identifying physician and patient needs, filling those needs, and creating value.

1. Selling is a mutual exchange of value.
2. Selling isn’t something you do to healthcare professionals; it’s something you do for and with them.
3. Developing trust and rapport precedes any selling activity.

4. Understanding wants or needs should precede attempts to sell.
5. Selling techniques give way to values-driven principles.
6. Truth, respect, and honesty provide the basis for long-term selling success.
7. Ethics and values contribute more to sales success than do techniques or strategies.
8. Selling pressure is never exerted by the sales representative. It’s exerted only by healthcare professionals when they want or need to use your products.
9. Negotiation is never manipulation. It’s always a strategy to work out problems – when customers want to work them out.
10. Closing is a victory for the sales representative, the healthcare professional and the patient.

More Information

Contact us for more information.

Integrity Selling^®, AID,Inc.^®, and Behavior Styles^® are registered marks of Integrity Solutions, LLC.