Bayer

The Customer

Berlex Laboratories has been integrated into Bayer HealthCare,

and operates as an integrated specialty pharmaceuticals business

under a new name, Bayer HealthCare Pharmaceuticals.

The Bayer name is one of the most-recognized brands in

healthcare, built on the company's long history of providing

medicines that healthcare providers and patients can trust. By

combining the strengths of two of the most recognized and well

respected pharmaceutical companies in the world; Bayer and Berlex -

Bayer HealthCare Pharmaceuticals has become

The Challenge

• Overall reduction of customer budgets and spending
• Increase in cost of production and transportation
• Dramatic decrease in competition’s prices
• Shifting end user attitudes regarding product and competition

The Solution

• Learn how to build trust with different behavioral types
• Communicate value through the entire selling interaction
• Fully analyze customer organizations and their driving forces
• Anticipate and handle negative behavior and objections
• Role-play “cold calling” skills and gain an understanding of prospecting
• Learn how to get an agreement to act to bring closure to discussions.
• Self-evaluate implementation of skills and ensure lasting results in performance