DOCUMENT CUSTOMER JOURNEY

MAPPING THE MEDICALSALES CYCLE

Identify and map all touchpoints throughout the buying process.

FIND DECISION MAKERS & INFLUENCERSWho is the ultimate buyer? Who can be your

product’s champion to influence the buying process?

RAISE AWARENESSPrescriptive selling is a process of offering a specific

solution supported by a specific rationale.

PRESENT SOLUTIONCreate customized presentations depending

on the attendees.

CLOSE & POST SALESet your client up for success. Be aware of what

determines a closed sale and ensure a smooth transition.

IDENTIFY & PRIORITIZEDefine your target customer profile and qualify potential buyers.

DISCOVERYUncover your prospects’ needs and goals to inform how to align the opportunity to your product and solutions.

FOLLOW-UPClearly define and gain mutual agreement on specific next steps at the close of every interaction.

NURTUREWork to establish credibility and earnpersonal trust with every interaction.