Sales Conversation Template — Pharma AI Discovery

Prospect

Liaquat Ali Malik

Role

CEO — UM Enterprises / Matrix Pharma

Industry

Pharma / Biotech / Health Products

Warm Contact

Wasay (Business Unit Head)

Korangi Industrial Area, Karachi

Existing Proposal

Website (upgrade to AI-first)

Rapport & Context

5 min

Warm start. Wasay bridges. Don't pitch — listen.

Say This

"Liaquat sahab, Wasay's told me a lot about what you've built with Matrix and UM. Honestly impressive — full value chain in Pakistani pharma is rare. I'd love to hear what's got you thinking about AI right now."

Let him talk. Note what triggered his curiosity (competitor? news? internal pain?)
Mirror his language — if he says "automation" don't say "machine learning"
Acknowledge the website proposal briefly: "We put something together, but today I want to understand the bigger picture first"

Discovery — Find the Pain

10 min

Uncover operational bottlenecks. Every answer = potential AI project.

Key Questions

"Walk me through a typical week for your team — where does the most time get wasted?"

Regulatory: "How's your DRAP filing process? How long do approvals take?"
Sales force: "How many medical reps do you have? How do you track doctor visits and orders?"
Supply chain: "Any issues with demand forecasting or inventory across distributors?"
Quality: "How much time goes into batch documentation and compliance reporting?"
Knowledge: "When a new product launches, how fast does your team get up to speed?"

Listen for: Manual processes, Excel spreadsheets, WhatsApp coordination, paper-based workflows — these are your gold mines.

Educate — Show What's Real

10 min

Match his pain points to real AI capabilities. No jargon. Business outcomes only.

🧾 Regulatory Automation

AI reads DRAP requirements, auto-fills submission forms, flags missing docs. Cuts filing time by 60-70%.

📊 Sales Intelligence

AI tracks rep visits, predicts which doctors convert, optimizes territory routing. Real-time dashboards instead of monthly Excel reports.

📦 Demand Forecasting

AI analyzes historical sales + seasonal patterns to predict demand per SKU per region. Reduces stockouts and overstock.

🤖 Internal Knowledge Bot

An AI assistant trained on your product portfolio, SOPs, and compliance docs. Any employee can ask questions and get instant answers.

🏭 Quality & Batch Docs

Auto-generate batch records, deviation reports, CAPA documentation. Audit-ready at all times.

🌐 AI-Powered Website

Not just a brochure — a smart portal with product lookup, distributor login, AI chatbot for HCP queries, lead capture.

Say This

"These aren't future promises — this is what we're building for clients right now. The question isn't if AI applies to pharma, it's which problem do you want to solve first."

Bridge to the Website

5 min

Connect the existing proposal to the bigger AI picture.

Say This

"The website we proposed? That's still on the table. But now imagine it with an AI layer — a chatbot that answers product queries for doctors and pharmacists, a distributor portal that auto-processes orders, SEO content that writes itself based on your product launches. Same project, 10x the value."

Position the website as Phase 1 of a larger AI roadmap
Show that you're not trying to sell separate things — it's one unified strategy
If he bites on internal AI tools, the website becomes the public-facing piece of the same system

Expand the Vision

5 min

Plant the seed for ongoing retainer / bigger engagement.

Say This

"Most pharma companies in Pakistan haven't even started thinking about this. You're early. That's an advantage — the ones who move now will set the standard. We can help you be that company."

Mention competitors are starting to explore (FOMO without naming names)
Talk about phased approach — start small, prove ROI, then scale
Position Autonomous as long-term AI partner, not a one-time vendor

Close — Next Step, Not the Sale

5 min

Say This

"Here's what I'd suggest — let us do a quick AI readiness assessment of your operations. We'll look at where the biggest wins are, what's feasible now vs. later, and put together a roadmap with real numbers. No obligation. If it makes sense, we move forward. If not, you'll still walk away knowing exactly where AI fits in your business."

The ask: Schedule a follow-up in 1 week with 2-3 of his team leads for a deeper dive
Deliverable: AI Readiness Assessment document (we create this after the follow-up)
Anchor price mentally: "Typically these engagements start in the 5-10 lakh range for the assessment phase"

⚡ Objection Handling

"This sounds expensive"

"The assessment phase is a small investment. But think about it this way — if AI saves you even 20% on one process, what's that worth annually? We're talking about ROI in months, not years."

"We don't have the tech team for this"

"That's exactly why you'd work with us. We build it, we maintain it, we train your team. You don't need to hire AI engineers — you just need the right partner."

"Is AI really ready for pharma in Pakistan?"

"The tools are global but the application is local. We understand DRAP, we understand the Pakistani distribution model, we understand how your reps work. That's what makes this different from generic AI consulting."

"Let me think about it"

"Absolutely. But let me leave you with this — the assessment costs you nothing in terms of commitment. It just gives you clarity. And in the time you're thinking about it, your competitors might already be moving."

"We just want a website for now"

"Perfect — we'll build you a great website. But let's build it AI-ready from day one so you're not rebuilding it in 6 months when you want to add smart features. Same budget, smarter architecture."

🎯 Meeting Success Criteria

✅ Liaquat understands AI is practical, not hype
✅ At least 2-3 pain points identified that map to AI solutions
✅ Website proposal reframed as part of AI-first strategy
✅ Follow-up meeting scheduled with team leads
✅ Autonomous positioned as long-term AI partner, not vendor