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Coaching in two steps, 2 days field program for reps

The coaching program in two steps developed by Expand Health is the original and unique coaching format delivered right in the Med Rep location. By assessing two field days, Expand Health trainers will push hard your sales team development button.

COACHING STEPS FOR MEDICAL REPRESENTATIVES: 

FIRST COACHING STEP: INFLUENCING & ASSERTIVE COMMUNICATION.  HANDLING OBJECTIONS

  • The communication style.  Assertiveness.
  • Identifying and overcoming objections
  • Power and influence

SECOND COACHING STEP: CREATE NEW BUSINESS. ABILITY TO CHANGE, ADAPT AND WIN

  • Client value evaluation
  • Client’s degree of satisfaction
  • Opportunity identification and resources management

COACHING DESIGN:

PREWORK:

SET-UP COACHING AGENDA BY MSR AND DIRECT FIELD MANAGER IN ACCORDANCE TO COACHING STEP OBJECTIVE

COACHING SCHEDULE:                    

9.00- 10.00         COACHING AGENDA DISCUSSION (SHORT BRIEFING ON EACH CLIENT)

10.00- 16.00       8 DOUBLE CALLS WITH SHORT DEBRIEFING ON EACH CLIENT (10 MIN)

16.00- 18.00       DEPRIEFING AND CONCLUSIONS