Our current operating environment demands a shift in the way we engage with and sell to customers.  We no longer have the benefit of meeting customers and connecting face to face all the time — options we perhaps took for granted in developing relationships and trust. The way we prepare for, engage in, and follow up on customer dialogues and detailing opportunities must adapt. Medical representatives and Sales professionals must be equipped to break the artificial barrier in a virtual detailing by using heightened detailing skills to engage healthcare professionals and other customers to acclimate them to the environment.

Virtual detailing requires a significant shift in the use of traditional detailing skills to create a more engaging and connected customer experience. People behave differently in a virtual setting. They don’t engage in the same way and are more easily distracted.  The artificial and often informal nature of detailing over video creates a divide between traditional detailing methods, which rely on formality and the natural connectedness people feel when sitting face to face.

Key Learning Objectives

By the end of this workshop, participants will be able to:

  • Apply virtual detailing skills best practices to increase credibility, create connection, foster openness, and builds trust remotely to drive momentum and win opportunities
  • Drive desired meeting outcomes by creating a clear plan for the virtual meeting and applying facilitation techniques to manage time and stakeholders in a virtual setting
  • Use virtual Presence to instill energy into the virtual environment and drive engagement to replicate the personalized and meaningful interactions that more naturally occur in a face-to-face environment
  • Diagnose ways to increase effectiveness by understanding the benefits, challenges and traps of detailing in a virtual setting
  • Apply virtual preparation best practices to project maximum professionalism, effectively use technology tools, and thoughtfully create materials that enhance and help engage while not distracting from real conversation
  • Move the detailing call forward in the right way from Rapport Building and initiation to questioning and Probing to Need Discovery to providing appropriate solution’s feature and benefits to Closing and Gaining Commitment
  • Overcome different types of objections and stalls
  • Identify the right closing statement to use based on product and business situation

Related Programs