What Matters in Life Science Sales?

A Reflection on Genuine Success in Sales and the Path to New Therapies

???? What good are the best sales models if we don't listen to the person in front of us?

?? Sales is not about closing deals – it's about understanding the other party and creating real added value. This is especially crucial in life sciences: a conversation without genuine listening is one-sided and misses the mark. It’s essential to understand the needs of doctors and patients and to place them at the center. Successful sales is a matter of benefits, not price.

Recently, I had the opportunity to advise a doctor searching for an optimal solution for patients with a rare disease. Our discussion focused less on the product itself and more on the positive difference it could make for patients and in the doctor’s daily practice.

?? Our Success Principles in Life Science Sales:

1. Customer-Centric Approach: Every customer has unique needs. In this case, it was crucial to support the doctor in her role and responsibility and to gain her trust so the therapy could be successfully integrated. ??
2. Benefit Before Product: It’s not just about applying a medication; it’s about the difference it makes in the daily lives of patients and doctors – and that’s what we always prioritize. ??
3. Handling a ‘No’ and Probing for Insights: Skeptical questions are opportunities for clarification. Through active listening and targeted questions like “What do you need in your therapy practice to best serve your patients?” we often gain valuable insights. ??

At the end, the doctor ?? said, “Thank you; these were exactly the insights I needed to prepare my patients for the new therapy.” A moment that underscores that the value of consultation is measured by how well it addresses real needs. ??

Conclusion ??

There’s no “too expensive,” ?? only “too little value.” The satisfaction from a low price never lasts as long as the regret over poor quality.

That’s why we ask: “What is the ideal outcome for you?” and work to ensure every interaction contributes to that result. ??

At PharmaBranding & Beyond, we know that the value of a product is measured by the solution it offers. A quick “yes” is not the goal – rather, it’s about sustainable satisfaction.

?? In this spirit, let’s close gaps and create genuine value – for your projects, your customers in the medical field, and their patients.

PharmaBranding & Beyond GmbH supports the life sciences sector with a comprehensive approach that we constantly adapt to provide more effective solutions. We leverage innovation to bridge gaps between data and decisions, as well as between systems and patients – for the benefit of patients, healthcare professionals, and the healthcare system!

Ring our bell! ??

The Expert Network Agnes Kohl , Ursula Koller , Thomas Dewald , Dr. Wolfgang Gollneritsch, Ph.D. , Paul Stricker , Christian Wieser , Sonja Kupka-Wolf , Heidi Birkmayer-Asali

We are trailblazers in the life sciences sector, excited to try new things and close gaps in companies effectively. Close The Gap.

Let’s talk: #DigitalTransformation #HealthcareStrategies #ProductLaunch #InterimManagement #Innovation #MarketAccess #Sales

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