Selling to Achieve Results™ (STAR)

STAR is a practical, straightforward selling system designed to address the unique challenges of the medical device, pharmaceutical and healthcare industry. It provides fundamental sales concepts and translates them into practical applications that pharmaceutical representatives can tailor to their own situations.

“S”  Seek/Learn to understand the Situation
“T”  Try to Uncover any hidden concerns or objections
“A”  Ask questions/probe to understand outcome
“R”  Resulting in making sure the customer’s need are addressed

These concepts are then transformed into specific action steps that relate to your products and customers.

Learning Objectives:

  • Strengthen overall ability to sell and close
  • Develop questioning skills that lead to sales results
  • Integrate these into the four stages of a sales cycle


  • 3 days