Beginner Level
6H:00Min
Unlimited Access
Accredited Certificates
- Understand the latest trends in pharmaceutical sales.
- Apply value-based and behavioral selling approaches.
- Plan medical visits strategically.
- Anticipate potential objections before the visit.
- Capture the doctor’s attention within the first 8 seconds.
- Use SPIN and Funnel techniques to identify needs.
- Handle objections using the ACHE model.
- Deliver marketing messages in a persuasive way.
- Gain real commitment from the doctor.
- Analyze medical visits and improve performance.
- At least one year of experience in pharmaceutical sales
- Basic knowledge of medical visits
Content "Advanced Pharmaceutical Selling Skills Diploma" (6H:00Min)
| 1. Introduction |
06:34
|
| 2. Industry Overview |
04:47
|
| 3. Pharma Evolution |
05:22
|
| 4. Eras of Pharma |
07:02
|
| 5. Why Selling has changed |
05:16
|
| 6. Behavioral Science |
07:44
|
| 7. Pre-call Intelligence Eco-system Mapping |
05:44
|
| 8. Pre-call Intelligence Patient Journey Mapping |
05:45
|
| 9. Advanced Pre-call Planning customer profiling |
05:57
|
| 10. HBDI Mapping |
09:18
|
| 11. Adoption Ladder |
06:08
|
| 12. Objection Prediction Map |
03:20
|
| 13. What happens in the Brain when objection appears - Part (1) |
04:31
|
| 14. What happens in the Brain when objection appears - Part (2) |
03:14
|
| 15. Where do objections come from - Part (1) |
10:36
|
| 16. Where do objections come from - Part (2) |
08:39
|
| 17. Objection Prediction Matrix |
04:16
|
| 18. Hidden Meanings |
04:45
|
| 19. Prevention Plan |
05:02
|
| 20. Bais Based Objection Prediction |
04:22
|
| 21. Objection Prediction - Call Strategy |
02:16
|
| 22. Mini Case Example |
02:26
|
| 23. 5 Minutes Practice Exercise |
04:21
|
| 24. Market Reality Check |
03:43
|
| 25. In-Call Opening Mastery |
15:42
|
| 26. Storytelling |
8:43
|
| 27. Opening with Painting Patient Profile |
10:21
|
| 28. Qustioning Excellence |
11:41
|
| 29. Funnel Questioning Techinque |
09:32
|
| 30. Micro Exercise |
05:58
|
| 31. SPIN Technique |
08:10
|
| 32. SPIN Technique Conti. |
15:25
|
| 33. HBDI Based Questioning |
15:05
|
| 34. Real Situations - Part (1) |
07:40
|
| 35. Real Situations - Part (2) |
09:51
|
| 36. Real Situations - Part (3) |
12:40
|
| 37. Real Situations - Part (4) |
15:21
|
| 38. Tech Behavioral Listening |
07:10
|
| 39. Common Mistakes |
09:58
|
| 40. What Objection Really Means |
16:24
|
| 41. The ACHE Model |
18:10
|
| 42. The One Message Rule |
6:59
|
| 43. Cognitive Framing |
08:35
|
| 44. Dialogue Example |
06:58
|
| 45. What Commitment Really Means |
12:00
|
| 46. Post Call Analysis |
07:08
|
| 47.come to reality |
06:39
|
| Course Exam | |
| Course Certificate |
Master the art of advanced pharmaceutical sales with Dr. Salma Labib and elevate your performance with proven, modern selling techniques designed for today’s competitive healthcare market.
This course combines behavioral science, strategic selling, and real-world application to help you achieve stronger engagement with healthcare professionals and drive measurable results.
Through this comprehensive online training, you will learn how to apply value-based selling, enhance your medical representative skills, and deliver impactful messages that influence prescribing behavior.
The course focuses on practical frameworks such as SPIN selling, Funnel questioning techniques, and objection handling models (ACHE) to ensure you can confidently manage every stage of the medical visit.
You will also develop the ability to plan and execute effective medical sales calls, anticipate objections, and capture attention within the critical first seconds of interaction.
By mastering strategic visit planning, communication skills, and post-call analysis, you will improve your sales performance and build long-term professional relationships with healthcare providers.
Dr. Salma Labib
Professional Certified trainer
-
About Instructor:
- Instructional Designer and L&D Consultant with 13+ years of experience in sales, capability building, and corporate training
- Proven expertise in designing high-impact, learner-centered training solutions aligned with business goals
- Specialized in transforming complex business needs into structured learning journeys that drive measurable performance
- Experienced in end-to-end learning design: needs analysis, curriculum development, training delivery, and evaluation frameworks
- Applies globally recognized methodologies including ADDIE, Bloom’s Taxonomy, and adult learning principles
- Creates interactive, practical training programs focused on real-world application and engagement
- Expertise spans leadership development, professional skills, time & energy management, and workforce readiness
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