Instructor-Led Training
Instructor-Led Training
Embedded Files
Objection Handling Workshop for Pharmaceutical Sales Representatives
Objection Handling Workshop for Pharmaceutical Sales Representatives
An Instructional-Led Training Credly badge was issued by IDOL Courses for my design and organization of all the elements in this workshop.
Objection Handling Workshop
Objection Handling Workshop
Background and Purpose: A new heart health product called REDIDINE® (hypothetical) is entering the market, and the Company (hypothetical) is preparing for its sales launch. Twenty (20) sales representatives and four (4) facilitators are conducting a 2-1/2 hour workshop to practice, prepare, and grow their confidence to overcome healthcare professionals' objections to REDIDINE®.
General Workshop Goals/Objectives:
The workshop’s goal is to prepare the sales team for handling objections using approved medical information and the EAR method (empathy, ask, and respond).
The goal for the pharmaceutical sales representatives attending this workshop is to become more confident in overcoming 10 common healthcare professional objections to REDIDINE® by applying the EAR method of handling objections and incorporating the approved medical marketing material into their responses.
Solution: During a 2-1/2 hour workshop, this goal will be achieved through:
Facilitators’ demonstrations
Sales representatives' practice, video recordings, peer evaluations, and self-evaluations
Utilization of main workshop materials:
Facilitator's guide and presentation
Participant's guide (includes EAR Objection Handling Rubric and 10 common healthcare professional objections)
Approved medical materials, Objection Handling Scorecard form, and Pre- and Post-Self Evaluation forms
Workshop's Facilitator's Guide & Presentation, Participant's Guide & Forms
Workshop's Facilitator's Guide & Presentation, Participant's Guide & Forms
Facilitator's Guide
Facilitator's Presentation
Participant's Guide
Participant's Scorecard and Pre– and Post–Evaluations
Tool: Canva
Purpose: To provide faciliators with a workshop overview and specific instructions on conducting the workshop
Tool: Google Slides
Purpose: To guide facilitators through the 2-1/2 hour workshop
Workshop's Objectives for Facilitators:
Introduce the workshop training and its objectives to the attending sales representatives.
Present a refresher of the EAR Objection Handling Method to representatives.
Demonstrate to sales representatives how to respond to 10 common healthcare professional (HCP) objections
Guide a team of 5 sales representatives on how to log in and connect to links for entering information into the Participant's Guide and Google forms.
Evaluate sales representative responses according to the EAR Objection Handling Rubric and EAR Objection Handling Scorecard Google Form.
Summarize and conclude the workshop with a statement of integration expectations.
Compare the Pre—and Post-Self-Evaluation Google Forms for confidence-level improvement and note which objections seem to be the most challenging for future practice.
Purpose: The purpose of this 2-1/2 hour objection-handling workshop is to review, demonstrate, practice, and evaluate objection responses using the EAR method (empathy, ask, and respond). The goal for the participants is to become more equipped and confident in objection-handling and sharing the approved medical information when engaging healthcare professionals about REDIDINE®, a new heart-health product.
Objectives: Become more confident in your responses to the 10 most common objections to REDIDINE® by:*
Writing your responses for each of the 10 common objections
Discussing and practicing these 10 objections with your team
Incorporating approved medical information into your responses
Practicing and evaluating responses according to the EAR Objection Handling Rubric
Capturing video-recorded objection responses for review and evaluating these responses in your teams using the EAR Objection Handling Rubric
Competing with other teams for the highest ranking of peer-reviewed objection-handling responses
*By comparing the Pre—and Post-Self-Evaluation Google Forms, we hope to see a confidence-level improvement in handling objections!
Tool: Google Forms
Purpose: To gather feedback and scoring data on participants' objection-handling responses. This data is based on how well the participants respond to the objection according to the Objection Handling Rubric using the EAR Method (empathy, ask, and respond) and the integration of approved medical information.
Tool: Google Forms
Purpose: To gather data on the participants' pre-workshop confidence in applying the EAR method of handling objections and approved medical information to each of the 10 most common healthcare professional objections.
Tool: Google Forms
Purpose: To gather data on the participants' post-workshop confidence in handling objections to compare with the pre-workshop data, determine confidence growth, and highlight the most challenging objections for future training.
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