Selling Skills

APS training systems create top-performing sales professionals.



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Selling Skills

Selling Skills are a cornerstone of APS’s RxVision: Succeeding in the New Healthcare Reality philosophy. Just as a surgeon needs the skills to plan a procedure and the tools to successfully carry out that plan, a pharmaceutical sales representative needs the skills to plan a call and the tools to successfully carry out that call plan.

But, which selling skills drive real results, and which tools most effectively support each skill? APS has answered this question by drawing on our decades of experience working with and observing healthcare sales forces. We’ve identified the five critical behaviors of top-performing sales representatives who consistently drive results. These behaviors have become the foundation of our sales training systems.

Unlike other training firms that overload reps with a variety of selling skills, APS focuses on the key skills and behaviors that have been proven to drive results. We identify these skills and behaviors through:

  • Our own, proprietary industry research;
  • Client-specific statistical research; and,
  • Client-specific anecdotal evidence.
“We’ve identified the five critical behaviors of top-performing sales representatives who consistently drive results. These behaviors have become the foundation of our sales training solutions.

Whether built from scratch or customized from an existing program, our sales training solutions include:

  • An emphasis on understanding individual customers,
  • Discovery learning exercises,
  • Use of our proprietary tools like the Spectrum of Needs™,
  • Relevant, real-world case studies,
  • Intense, expertly facilitated application exercises and debriefs,
  • Coaching support, and
  • Regular, progressive reinforcement.

And our solutions have longevity. Organizations don’t throw our sales training systems out after the industry standard three years. Our clients keep utilizing our solutions for five or more years because they continue to improve performance and drive results.

Dig Deeper:

Dig Deeper

Case Study: Creating Value for Your Most Challenging Customers
Learn how APS helped one client develop a selling skills system to target no see/no change doctors.

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