Power up Persuasion in Your Selling Model
More Access, Better Relationships, Bigger Accounts.
TRIGGERS: THE TOOLS OF INFLUENCE
LIFE SCIENCES & HEALTHCARE EDITION
Trigger training works as an essential amplification of your selling model. The training gives salespeople a remarkably powerful formula – a tool kit, really – to design, select, and use the most persuasive customer communication.
Workshop focus is not on how to sell… but on
Why Customers Buy.
Healthcare sales have unique challenges that require unique solutions. Trigger training turns routine reps into peak performers in three steps:
A realignment from “how to conduct a sale” to how to influence buying decisions.
Triggers built around specific product messaging and customer targets.
Extensive scripting and scenarios to model real-world customer encounters.
PHARMA REPS WEIGH IN
Actual comments from pharma rep interviews 4-6 months following 7 Triggers implementation.
“It’s so simple that it’s brilliant. It gets the conversation going because I’m getting that emotional currency that I know is important, and it’s not just some standard sales process question.”
“The Triggers approach makes customers feel more relaxed and conversational. You get the material you want or the information you need without being pushy, or walking away feeling like you didn’t accomplish anything.”
“I’ve been pretty successful, and people often ask me, ‘why is that?’ And I couldn’t really say. But after The 7 Triggers workshop, I could give a better explanation: Because I’ve used these Triggers consistently throughout my career.”
“Triggers is really a great tool to sell and accomplish your objectives out in the field. From an organizational standpoint, it’s a big success.”
BEFORE & AFTER
A true tale of how Triggers produced a small but critical win for one orphan drug company.
Here’s the critical thing many sales reps don’t do:
Sell the HEART and the MIND will follow.
We know from neuroscience that customer decisions are driven by EMOTIONS which become rationalized with logic and data after-the-fact. The sales pros who know how to leverage this knowledge in their messaging and communications are:
Close the loop.
Get the other half of the healthcare selling equation.
Sales training is about process.
This tells reps what to do.
7 Triggers training is about people.
This tells reps how to do it.
PRACTICE. NOT PRINCIPLES.
Reps may be in a training class… but they’ll work like they’re
on the playing field.
Based on the Book That Changed Everything.
Using the formula developed in Russ Granger’s critically-acclaimed book, certified 7 Triggers training focuses on tactical application by using actual product messaging and real-world customer challenges.*
* Because the workshop edition of The 7 Triggers to Yes does not cover a majority of the foundational material found in the book, training facilitation may include advance distribution of an Executive Summary eBook to all workshop participants as pre-work.
YOU KNOW WHAT YOU WANT – AND SO DO WE:
(It’s About Results.)
Hover over the banners for additional client comments about training outcomes.
The brain has an internal self-guidance system triggered primarily by feelings and emotions – not by facts or logic.
Understand how triggers work and how to activate them in others, and be a genuine influencer. A catalyst. A game changer.
HOW WILL YOU WIELD YOUR INFLUENCE?
Trigger Your Way to the Top.
Healthcare professionals and organizations are seeing tremendous results using The 7 Triggers.
You can, too.
Let’s get started!
Healthcare Sales: Diagnosing Doctors’ Decisions
Evidence that a doctor’s diagnosis is influenced by emotional factors may be bad news for misbehaving patients but it’s good news for healthcare sales reps.
Reagan’s Power of Persuasion
Ronald Reagan’s handling of Mikhail Gorbachev at their first meeting in Geneva is by now the stuff of legend. A look back reveals how brilliantly the president used a key persuasion trigger.