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Consultative Selling for Pharma Professionals Training Course

In this two-day, selling for pharma professionals training course, Robert Hersowitz leads participants through a four step process guaranteed to foster influence and encourage commitment from clients.

13-14 May 2024
+ 17-18 September 2024 »

from £799

Need help?  Enrol or reserve


Organisations need to work harder than ever to compete for business. The sales team needs to evolve with sales executives acting as advisers, catalysts, change agents and informal leaders. 

It’s about exerting influence appropriately to inspire confidence and achieve a level of integrity and trust with clients.

To get to this point, sales team members need to learn how to help their clients to identify new solutions and discover new methodologies that will help them meet their practice and patient goals. 

In this essential two-day training course, Robert Hersowitz will take participants through a four-step process guaranteed to foster influence and encourage a deeper level of commitment from clients.

This training course is part of our collection of Sales & Marketing Training Courses which are designed to help you achieve successful marketing account management, sales growth and improve your, and your organisation's performance.

By attending this workshop you will learn:

  • How to develop successful influence strategies with clients using the Four Phase Influence Model© which transcends cultural and functional boundaries
  • Techniques for building trust and establishing rapport with others
  • Assessment techniques for understanding and ‘reading’ clients and potential clients
  • Methods for setting up achievement oriented networking sessions with individuals and groups
  • How to create impact and keep people interested
  • The best ways to present information to clients (individuals and groups)
  • Informal ‘negotiation’ skills which conform to the behavioural ‘styles’ of those being influenced
  • A variety of behavioural strategies for dealing with different types of ‘difficult people’
  • Methods of influence which set boundaries, finalise and clarify agreements
  • Influence tactics that inspire confidence without dominating or bullying others

Who should attend?

Newly appointed sales people and sales executives as well as sales team members who are seeking to transform their approach from transactional to value based selling.

Enrol or reserve

The Consultative Selling for Pharma Professionals course will cover:


  • Understanding the changing role of the pharma sales executive in today’s business environment
  • Understanding the key differences between transactional selling and consultative selling
  • Past trends and why these are less successful
  • Identifying the obstacles and challenges faced by sales teams and executives in today’s pharma organizations
  • Exploring the nature of consultant/client relationships
  • Understanding how and why influencing strategies have changed  - shifting the focus from selling the product to selling the solution

Preparing the ground

  • Researching your prospect (personal profile and professional background)
  • Using digital tools and social media to find out more about the prospect and his/her work and potential needs (holistic approach)
  • Identifying the potential enablers and disablers

The Four Phase Influence Model©

  • Phase One: Engaging, Bonding, Lobbying, Affiliating (Networking)
  • Phase Two: Factualising, Rationalising, Structuring
  • Phase Three: Modelling, Conceptualizing, Consulting and Intriguing
  • Phase Four: Analysing, Legitimising, Testing, Controlling, Prescribing and Transacting

Assessment Tactics

  • Understanding the Human Mindset
  • Calibrating, mirroring and leading strategies as part of the Influence process
  • Understanding diversity and cultural distinctions
  • Constructing a ‘diversity map’ as a tool for influence 

Applying the Theory (moving through the phases)

  • First contact - a behavioural guide to establishing rapport upwards, downwards and sideways
  • Controlling the interaction - managing time and place without domination
  • Consultation - maintaining involvement - using questions, reflecting and listening skills
  • Alternative ways to connect with prospects
    • How to avoid the hospital/clinic hallway 4 minute pitch
  • Presenting information with impact and creativity
  • Mapping and defining the agreement - process, milestones, targets and results
  • Measuring and evaluating results
  • Influence in practice
    • Case studies - role playing and problem solving

Dealing with Difficult Situations

  • Avoiding negative influence - ACID© - Abdication, Coercion, Intimidation and Deception
  • Getting past the Procurement Department
  • Informal negotiation skills
  • Working with assertiveness - avoiding aggression and passivity
  • Using Non-Verbal Communication as a positive means of influencing others’ behaviour

Self Evaluation and Planning for Improvement

  • Understanding one’s own profile - how other’s (the client) see us (mindset, management style etc.)
  • Setting goals for modification and change
  • Developing a ‘self improvement’ plan
  • Identifying specific skills and competencies (self audit)

Enrol or reserve

Robert Hersowitz

Robert Hersowitz has established an international reputation as a management and management development consultant. He has spent the past thirty years designing and delivering programmes and workshops to a wide variety of organisations in Europe, the USA, the Middle East and Africa. His expertise is broadly based, working with middle and senior management in the private and public sector. He has trained and coached over 30,000 managers and executives.
Other assignments include long-standing projects with clients in the airports, industrial gases, information technology, financial services, pharmaceutical industries, govt., military and voluntary sectors.
He is a regular contributor to conferences as a keynote speaker and seminar leader both in the UK and abroad. He has written and published several articles and has contributed to a number of books on themes of Human Resource Development, Virtual Teams and Self Managing Teams for Prentice Hall and HRD Associates

More details

NEW higher discounts for multiple bookings - bring your colleagues to make your training budget go further:

  • 30% off the 2nd delegate*
  • 40% off the 3rd delegate*
  • 50% off the 4th delegate*

Please contact us for pricing if you are interested in booking 5 or more delegates

13-14 May 2024

Live online

09:00-16:00 UK (London) (UTC+01)
10:00-17:00 Paris (UTC+02)
04:00-11:00 New York (UTC-04)
Course code 13685

  • GBP 999
  • EUR 1,439
  • USD 1,639

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Not ready to book yet?

for 7 days, no obligation

17-18 September 2024

Live online

09:00-17:00 UK (London) (UTC+01)
10:00-18:00 Paris (UTC+02)
04:00-12:00 New York (UTC-04)
Course code 13908

  • GBP 799 999
  • EUR 1,159 1,439
  • USD 1,327 1,639

Until 13 Aug

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Not ready to book yet?

for 7 days, no obligation

* Early booking discounts may not be combined with other discounts or offers. As such, the discounts for 2nd/3rd/4th delegates are based on the full price; and apply only when booking multiple delegates on the same date.

United Kingdom

  • NDA Regulatory Science Ltd

Enrol or reserve

Multiple colleagues? See above for details of our discounts for 2, 3, or 4 delegates. For more, talk to one of our training experts to discuss how to:

Run this course conveniently and cost-effectively in-house for your staff and colleagues

Aleksandra Beer

Aleksandra BEER
Training expert

Yesim Nurko

Training expert

+44 (0)20 7749 4749