The pharmaceutical industry has experienced an increase in the cost per sales rep visit and a decrease in average time per visit and # visits accepted by the physicians. This puts additional pressure on the sales effectiveness of the face-to-facemeeting between the physician and the sales rep. Yet, it has been documented that many sales reps fail to deliver an optimally effective sales meeting.
There are many underlying reasons and one is sales reps’ tendency to present a predetermined sequence of slides often providing a significant level of detail on each slide. In a word, sales reps attempt to sell a product, rather than provide a solution tailored to the unique situation and need of the individual physician.
The science of providing a solution is described in the concept of Solution Selling. Vertic’s approach is to build the iPad e-detail based on the tenets of Solution Selling through 3 simple principles.