Solutions

Competitive Selling Behaviors

Plug-and-play behaviors for
improving sales force effectiveness

Got a gap in sales force effectiveness that needs to be closed? Quantum’s research-based behaviors are battle tested in the nitty-gritty reality of hard to see offices, challenging reimbursement environments, and competitive therapeutic areas.

Take a look and see if any of these core selling behaviors resonate with sales force effectiveness gaps you need to move the needle in your world.

Competitive Selling Behaviors

  • Becoming a Practice Partner

    For many brands, especially biologics, the key to creating competitive differentiation and growth is to execute a total office strategy. Each HCP is important, but the key to success is to tip the entire practice as a system of care. This 2-hour workshop will show your salespeople how to grow your brand by systematically eliminating barriers to product utilization in every corner of the practice, and by differentiating the total treatment experience for your brand: Differentiate, simplify, grow.

    LEARN MORE
  • Clear, Credible and Compelling Communications

    Too many brand messages don’t resonate because they were delivered too fast, and with too much detail to remember. This ground-breaking 90-minute workshop will show your salespeople how to cut through the clutter, increase stickiness, and actually move the needle by delivering their core messages in a way that is clear, credible, and compelling.

    LEARN MORE
  • Strategic Probing

    Change takes energy. And the best way to create that energy is to ask questions that help healthcare providers articulate, in their own words, why their current approach isn’t cutting it, and how your brand will make a meaningful difference. This 120-minute workshop will show your salespeople how to ask strategic questions that supply the energy to change and set the stage for sustainable growth.

    LEARN MORE
  • Inbound Social Intelligence

    Top performers are very intuitive about reading micro-messages in tone of voice, body language, and facial expression that signal that the customer is either feeling at risk or is feeling good and ready to move forward. Then these top performers quickly pivot to the right piece of data, messaging, or resource to handle that concern and move the sale forward. This 90-minute workshop is designed to show the rest of your sales force how to be more socially intelligent, perceptive, and intuitive when interacting with healthcare providers in order to pinpoint the real barriers to change for your brand and then pivot to that one piece of insight that will open the door to brand growth and market leadership.

    LEARN MORE
  • Gaining Commitment

    Despite, dozens of workshops on closing, many salespeople still feel totally uncomfortable asking the doctor to make a concrete and meaningful commitment to using their brand. This 90-minute workshop will give your sales reps the secret sauce for asking for a meaningful commitment that feels intuitive, natural and appropriate and actually moves the needle.

    LEARN MORE
  • The 3 Predictors of Success

    Did you know that Quantum’s blinded field rides with top and middle performers have shown that top performers are much more proactive, strike the right balance between internal and external focus, and pressure test assumptions before delivering approved messages? This 90-minute workshop will show your salespeople what their top-performing peers do differently to move the needle in highly competitive markets.

    LEARN MORE
  • The A to B ShiftTM

    Selling is not about delivering messages. It’s about changing perception, thought, and behavior. This 90-minute workshop will show your salespeople how to grow their business by systematically managing changes in mindset and behavior at the level of the physician, the patient, and the practice in order to achieve competitive differentiation, and accelerate product adoption.

    LEARN MORE
  • New Treatment Integration Process

    Too many new products start out with a bang but then quickly plateau when they run out of early adopters. This 90-minute workshop will show your salespeople how to build sustainable growth by ensuring that the practice as a system of care fully integrates your new brand into their existing treatment approach.

    LEARN MORE
  • Technology Adoption Lifecycle

    The most challenging healthcare providers to win over tend to live in the middle of the new product adoption bell curve: They’re happy with what they’ve got, and they don’t want to upset the apple cart. This 90-minute workshop will show your salespeople how to resonate with these conservative and pragmatic physicians that make up the bulk of your market. The result: sustainable growth and market leadership.

    LEARN MORE
  • Creating Constructive Tension

    Oftentimes, having great data isn’t enough to change prescribing behavior. In many of these cases, it’s the healthcare provider’s ingrained habits of thought and behavior that are the real barriers to change. The question is: How do you challenge the healthcare provider’s thinking and approach in a way that deepens your relationship and strengthens your clinical credibility? This 2-hour workshop will give your salespeople brand-specific tools, skills and insights to challenge the status quo, differentiate your brand, and increase product utilization.

    LEARN MORE