Selling to Emotional Needs
'Emotive' or 'Emotional' Selling has become a hot topic throughout the pharmaceutical world. There is a growing realisation that, no matter how compelling a product's scientific story, more can be done to encourage prescriber adoption.
Our 1-day programme deploys insights from a range of sources including Robert Dilts' Logical Levels of Behaviour and Daniel Kahneman's System 1 & System 2 Thinking to allow participants to better understand the role of the 'non-rational' in decision-making. As with all Dramatic Change programmes, the programme is designed to give salespeople new, easy-to-use skills that can be practised, perfected and executed every day.