Getting into the industry
You want a career in pharmaceutical sales
Learn the language and the skills before your first interview, so you start your career ahead of the people around you instead of learning it a little at a time.
Pharmaceutical sales training with Jim Crutchfield
Master the Art of Pharmaceutical Sales.
Learn the skills, strategies, and professional techniques that Jim Crutchfield developed over more than three decades in pharmaceutical sales and management.
- 35 years in corporate sales and sales management
- 30 years as a first-line manager hiring and training sales representatives
- 12 skills taught step by step in the masterclass
The opportunity
Build a Career in One of the Most Rewarding Fields in Sales.
Pharmaceutical sales is a dream job for many people, and for good reason. But many who get there are never taught the true art of selling. This program gives you practical instruction drawn from a real career in the field, not generic sales theory.
Already in the field
You were hired, but never really trained
Fill the gaps with the same training Jim used for thirty years with the people he hired, and learn to do the job the right way.
The book
Start With the Book. Learn From 35 Years of Experience.
Selling Big in Big Pharma: A Step-by-Step Guide to a Lucrative Career in Pharmaceutical Sales by Jim Crutchfield
In the book, Jim shares the lessons, techniques, and insights he developed throughout his pharmaceutical sales career: the “nuggets” he picked up as a top salesperson and then taught to the representatives he hired and managed.
Get the Book“I get a lot of satisfaction from teaching people in a short period of time the things it took me many years to learn.”
The masterclass
Take Your Learning Further With the Selling Big in Big Pharma Masterclass.
Built on the book, the masterclass takes you through the entire range of selling skills needed for a successful career in pharmaceutical sales. It is the same sales training Jim used for thirty years with the people he brought into the industry.
- 90 minutes of content
- Short, easy-to-follow segments
- Lifetime access
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Territory Organization
Plan and organize your territory so your time goes where it counts.
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Outer-Office Procedure
Work effectively with office staff before you ever see the physician.
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Approaches
Open each call in a way that earns your customer’s attention.
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Presenting
Deliver a clear, focused presentation of your product.
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Feature / Benefit
Connect what your product does to why it matters to your customer.
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Offering Evidence
Support your message with credible proof.
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Getting Feedback
Check understanding and read your customer’s response as you go.
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Questioning
Ask the questions that uncover what your customer needs.
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Listening
Hear what your customer is really telling you.
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Overcoming Objections
Respond to concerns with confidence.
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Trial Close / Close
Recognize when to ask for the commitment, and ask for it.
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Exit and Follow-Up
Leave every call well and set up the next one.
Enroll in the Masterclass
Have questions first? Email jim@lynnhavenconsultants.com or call 757-635-3266.
Your instructor
Learn From Someone Who Has Been There.
Jim Crutchfield is President and CEO of Lynnhaven Consultants. He spent five years in pharmaceutical sales learning from a master trainer, then thirty years as a manager recruiting, developing, and leading pharmaceutical sales representatives, many of whom went on to become leaders in the industry.
“It is extremely gratifying to me to teach people in a day or two the things it took me many years to learn.”
Endorsements
Experience That Speaks for Itself.
Sales professionals Jim hired, trained, and managed share what learning from him meant for their careers.
Jerry Acuff
CEO, Delta Point, Inc.
This is an important book that my mentor, Jim Crutchfield, wrote and it is a must-read for anyone who is in the pharmaceutical industry or who wants to be.
The author knows BIG PHARMA inside and out. He was a highly successful sales leader for many years, during which time he hired and trained many people who became “stars” in the industry.
I was lucky enough to be one of those, and my rewards over the years for learning under Jim have been enormous, both from a monetary standpoint and the standpoint of self-achievement.
Jim taught all of us the skills that are explained in this book producing many sales leaders, and some managers who went on to teach the same skills to others, benefiting the company exponentially.
Those timeless skills are the gift to every reader of this book. They are presented in a highly simplistic yet powerful way so that each skill is immediately actionable.
I have always believed that genius is the ability to make complex things simple and, in that way, this book is genius. For all of you who read this book, I thank the author for sharing his wisdom. I owe so much of my success to the author for that wisdom but also for the coaching, mentorship, and friendship we have enjoyed over all these years. If you are in the pharmaceutical business, or want to be, you will be thrilled that you read this book.
Jerry Acuff, CEO
Delta Point, Inc.(Jerry Acuff is recognized by globalgurus.org as one of the top 5 sales experts in the world)
Ted Bright
Bright Health Solutions, Inc.
Jim Crutchfield was my first manager in the Big Pharma business and the best. I was so lucky to start with Jim! They say, if you get a boss that is good and every day is like not working, you have the dream job. Those times were the best for sure. I learned so much from Jim and my sales exploded under his guidance. His management style was fine tuning an already experienced sales representative. His style of management was “if not broke, don’t fix it”. It was a great experience of success. I learned from Jim that “repetition is the mother of all learning.” I also learned that “brilliance is simplicity and consistency.” If you want to succeed and you are willing to work hard, this book will be your bible to victory. Thank you so much, Jim!
Roger Carr
Pharmaceutical Sales Representative
A must read for all. Jim Crutchfield shares his Knowledge, Leadership and Experience on what can make you a Successful Sales Representative.
With over thirty years in the Industry, he will help you become the Successful Rep you want to be!
Rick Klein
Pharmaceutical Sales Representative
The opportunities and development that Jim Crutchfield provided for me as a new sales representative, in a very challenging industry, assured me a successful and rewarding almost 40 year pharmaceutical career.
Jim created such an enjoyable and supportive atmosphere within his team that I was determined to be successful not only for myself, but to make him proud and to never disappoint him.
A few of the lessons that he taught me that I still live by today include:
- Make friends, have fun
- Make your “deposits” first, and the “withdrawals” (business) will follow
- Make everyone feel important
- Be creative, take risks, leave a trail, and play by the rules,
And many others!
Jim’s easy going manner, wonderful charisma, and big smile meant he had everyone at “hello.”
Jim Crutchfield was by far the best boss I ever had and affected my life positively, both personally and professionally, more than anyone else in my life.
Ready to Learn What It Takes to Succeed in Pharmaceutical Sales?
Explore the book and masterclass and start developing the skills that can help shape your pharmaceutical sales career.