Let’s explore the art and science of preparing for the pharmaceutical sale at the Individual level. We believe that the clearest path from the waiting room to changing the prescribing habits of a physician (or physician’s assistant or nurse practitioner) is to: 1. Build credibility – in short, you have to know your stuff. Most …
Preparing to Influence at the Practice Level When getting ready to sell to a physician, the pharmaceutical sales professional has to take many things into account. Every rep knows what the physician is writing, what their share of the market is in whatever class of drug they are selling, and where they stand in regard …
We are often asked to work with companies and organizations that do not negotiate in the traditional sense of bartering over price (or terms). Some sales representatives do not have any control over pricing or terms due to organizational norms or the commoditization of their products or services. Other companies, such as pharmaceutical firms, are …
Hello and welcome to The SNI DealCoach Daily – a community of experienced negotiators, sales consultants and everyday dealmakers who want to maximize your results in today’s turbulent times. As the economy tightens, effective negotiation skills become more important than ever. It is imperative to commit yourself and your organization to achieving “win-win” deals. Though …
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410-662-4764
sni@shapironegotiations.com
