While medical and clinical communicators are highly skilled and credentialed professionals, they must also know and apply the principles of influence and persuasion.
Medical Science Liaisons (MSLs) and Clinical Health Educators (CHEs) are hired and deployed to engage healthcare providers and patients to accomplish key clinical communication goals. These professionals are chosen in large part for their credentials, including RNs, PharmDs, PhDs, RPhs, and MDs. However, one key qualification that many of these professionals lack is the ability to apply the core principles of influence and persuasion.
At PDI, we teach your clinical staff how to engage, influence, and persuade while maintaining their scientific integrity.
PDI’s Clinical Capability Development program is aimed at coaching your medical/clinical team members to be engaging in front of customers. Each customized program begins with one of our lead facilitators interviewing both management and team members to identify the learning goals. Based on these interviews, we develop and lead live, onsite workshops that train your clinical staff how to engage, build rapport, present data compellingly, influence, and persuade.
The training continues with showing your clinical team members how to maintain their scientific integrity while still communicating persuasively and asking customers to make specific behavior changes. This ability to confirm a commitment to new behavior is what enables the best possible outcome for the customer, company, and patients. After the training is complete, we work with you to measure results.
We teach these clinical teams the “soft sell” skills they need to be successful:
- Key communication skills including engaging, building rapport, presenting data, and closing
- Maintaining scientific integrity while asking targets to change their behavior