Courses › Sales skills, selling across cultures, and the objections per market
Discovery for pharma suppliers: the twelve questions that tell you if a buyer is real
Avoid wasting resources on prospects who will never buy from you.
The moment it goes wrong
Your sales team invests significant time developing proposals for companies that are only window-shopping. This wasted effort delays closing real opportunities and exhausts your team. The cost of pursuing unqualified leads directly impacts your quarterly revenue targets.
What changes after this course
Your team will identify serious buyers quickly, focusing their attention on high-potential deals. Managers will receive a full training record and individual certificates of completion for all participants.
How long it takes, by who is listening
Nobody spends a day in a classroom. Every module exists in three lengths; a person takes the length their role needs, and every length ends with the same recorded questionnaire, so the training record is complete either way.
| Who takes this course | Length | Total time |
|---|---|---|
| Business development and export sales | Briefing | 1 h |
What is in the course, module by module
6 modules. Under each title are the three things the listener can do afterwards; the audio itself runs 10 to 50 minutes depending on the length chosen. Each module ends with a multiple-choice questionnaire whose result is recorded per person for your auditor. Your human-resources or quality manager decides what counts as passed and when a level is retaken.
1Identify the true decision-maker early in the process.
- Understand the typical organizational structures in pharmaceutical companies.
- Learn how to recognize the budget holder versus the technical approver.
- Recognize the mistake of pitching to an influencer who lacks final authority, wasting valuable time.
2Determine if a project has allocated budget and resources.
- Learn the critical questions to ask to verify a project's funding status.
- Understand how to interpret a buyer's responses about their budget cycle.
- Avoid the common error of assuming budget exists, leading to proposals for unfunded initiatives.
3Assess the urgency and timeline of the buyer's need.
- Identify clear indicators of a genuine project timeline versus exploratory research.
- Learn to differentiate between "nice-to-have" and "must-have" project deadlines.
- Understand the cost of misinterpreting urgency, leading to missed opportunities for real buyers.
4Confirm the specific problem the buyer aims to solve.
- Master techniques for uncovering the root cause of a buyer's stated challenge.
- Recognize when a buyer's problem definition is vague, indicating a lack of clarity.
- Avoid the mistake of providing solutions to unclear problems, resulting in irrelevant proposals.
5Understand the buyer's internal process for vendor selection.
- Learn to inquire about the standard operating procedures for supplier qualification.
- Identify key documents like Requests for Information or Proposals, and their meaning.
- Recognize the cost of not understanding the procurement process, leading to disqualification.
6Evaluate the buyer's commitment to making a purchasing decision.
- Determine how to gauge a buyer's willingness to commit resources to the evaluation process.
- Learn to identify common red flags indicating a lack of internal consensus or priority.
- Understand the financial impact of pursuing buyers who are not truly ready to commit.
Price for this title
One licence, 6 modules in all three lengths, included in every purchase, every employee of the legal entity, 12 months. Pick your company size.
Cheaper as part of a track pack or company library. Delivered within 72 hours of payment or the course is free.
Custom course or custom pricing? A course built on your own procedures and products, a mixed bundle, several legal entities, or a budget that does not fit a table: tell us on WhatsApp and you have a written quote the same day.
Ask about custom courses and custom pricingWho this is for
Roles: Business development and export sales,
Businesses: every kind of pharma company
Countries: India China Türkiye Korea Japan Taiwan Egypt, Gulf and MENA Brazil and Latin America Pakistan, Bangladesh and Vietnam United States Europe
What you receive
- Audio modules in all three lengths, included in every purchase. The briefing for the board and the sales floor, the standard run for regulatory and quality, the expanded walk-through for the bench. One price buys all three; each person takes the length their role needs. Listen on the commute, at the bench, in the car.
- Made to be listened to. A narrator with character, a story in every module and real examples from the buyer's side of the table. Not a read-out of the guideline that puts the room to sleep.
- Companion workbook. Exercises and checklists per module, ready to file.
- Full transcript. Searchable, printable, quotable in your procedures.
- Source for every fact. Each statement links to its guideline, regulation or paper, so an auditor can check it.
- Certificate per learner. Name, course, hours, guideline version, date.
- Auditable training record. Per-person export for your quality file, the document inspectors ask for under EU GMP Chapter 2.
English first. Other languages are available in test mode on request.
Request a free sample module