A Few of our Most Popular Training Programs

Warner's Evidence Based Selling Suite

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Evidence-Based Selling

By learning the clinical language of healthcare providers and focusing on patient-outcomes, sales professionals gain credibility and access with hard-to-see and no-see doctors.

Advanced Evidence-Based Selling

Building on the critical appraisal process, participants create a “Library of Evidence” using multiple clinical studies to create compelling messages. Sales professionals learn to critique and use other sources of clinical evidence such as guidelines, recommendations, and expert opinions which have been approved for use in promotion.

Consultative Evidence-Based Selling

Sales professionals learn to leverage clinical evidence in order to provide valuable guidance and impact healthcare providers’ beliefs about the product. Consultative Evidence-Based® Selling provides the knowledge, skills, and confidence sales professionals need to become trusted advisors to every healthcare provider.

Other Warner Development Programs

In today’s health care environment, sales representatives are not only looked to as an information source on their product, but also as a resource for reimbursement practices. As health care seeks to make diagnosis and treatment more affordable for patients, sales representatives that can leverage their Managed Care expertise will be more effective securing use of their brand in the physician’s practice.

Key Account Management© covers the crucial elements of account strategy and planning. Participants will learn Warner’s proven account management process–engaging the customer, profiling the practice, assessing needs, setting goals, and developing a solution. After completing this program, sales representatives will be prepared for Consultative Selling: Becoming a Trusted Advisor©

After creating an account plan, successful account managers must put these solutions into action using consultative selling. WarnerDevelopment’s Consultative Selling: Becoming a Trusted Advisor© teaches sales representatives how to execute account plans by establishing a commitment to action, leveraging clinical evidence, utilizing promotional material, building total office calls, uncovering and meeting needs, and actively listening and questioning health-care providers.

This program, based on Daniel Goleman’s best-selling book Emotional Intelligence: Why it can matter more than IQ , will allow managers to direct emotions to achieve the best possible outcomes with health-care professionals as well as with team members. This program will show your managers how to evaluate and use the six EI competencies: Self-Awareness, Impulse Control, Optimism, Assertiveness, Initiative, and Communication.

Performance Management used to mean “dealing with difficult people.” Now we know that effective coaching can improve the performance of the best, most seasoned team members. This program goes beyond coaching the sales call - which includes planning for coaching, evaluating performance, and conducting the coaching conversation. Impact Coaching includes building trust and credibility, mastering difficult scenarios with individuals and with teams, writing performance evaluations and creating effective follow-up.