MLPQs

MLPQs

Top performing sales people spend 20% of their time speaking and 80% listening. To establish this ratio while also appearing consultative, these top performing sales people employ a Multi-Layer Probing Questions (MLPQs) technique. This questioning style enables sales representatives to capture a physician’s attention in a thought-provoking manner, gain trust and guide the conversation toward a commitment to action. Participants Learn How To:

  • Construct and Use MLPQs
  • Tailor MLPQS According to 1 of 4 Physician Behavioral Styles
  • Use MLPQS as a Bridge to New Topics or Focus on Areas of Non-Use
  • Create MLPQS to Overcome Objections and Expand Physician Usage
  • Use MLPQS with New Marketing Messages and Sales Tools

MLPQs developed by participants can be collected into a repository providing your future new hires with proven MLPQs that will elevate relationships and gain the trust of physician-customers.
“Perceptum Group did an outstanding job supporting Aesculap’s National Sales Meeting.”
Vice President Spine Sales
Aesculap Implant Systems