Selling Skills Supply Side Demand SideDr. Mohamed Mossad
To add to your present skills• Who is the Salesman• The meaning of sales call• Identifying buying motives• Prospecting and Preparation of sales call• The approach presentation techniques• Sharpening questioning techniques.
To add to your present skills• Handling customers responses• Identifying buying motives• Developing various types of closes.• Learning by doing (role play).
Who is the Salesman Every individual has a selling job to do. Everyone wants to sell his suggestions. “The salesman must ascertain, activate and satisfy the needs of the buyer to the mutual, continuous benefits of both parties”.
Qualifications for Success in Sales Human relations Straight thinking Presentation Hard working SMART working
Human Relations “Selling is successful only when the art of human relations is successfully practiced” Human relations begin with the first impression. The appearance is the first important thing the customer can buy.
Human Relations The salesperson should look: Neat Good taste in dress Plan before buying clothes Analyze his body & complement it by clothing Make a good first impression
Human Relations The salesman should not: Wear stylish clothes Be walking casual Talk aggressive for the community Be involved in religion, sports, or politics talking
Straight Thinking The salesman must be concerned with: Logic Organization Validity of evidences Credibility Honesty
Presentation“Presentation skills are very important to influencethe five senses of the customer”
Hard Working “Sales opportunities are directly proportional to the number of contacts performed” Hard workers are: Self-starters Persistent
Definitions for Customer A suspect A prospect A user A customer A profitable customer
SMART Workers “SMART workers are time managers” Schedule your time Make time more productive Allow time for unexpected Ration your time Take time for the sale
Recording & ReportingNo job is done tillthe paper work is finishedA short pencil is better thanlong memory
Recording & Reporting Report is less productive It is a must Think positively Do not let it accumulates Waiting time End of the day in the schedule
Recording & Reporting Value of reports to: Company , Management , Rep. Types of reports: Customer record card/sheet Hospital record sheet Coverage list , mailing list Daily Itinerary , monthly plan Activity reports , sales reports
Collect Information“ Acquire all possible data about the customer thatmoves the sale forward”• Objectives: 1. Qualifying the prospect 2. Sharpen the sales Attraction 3. Identify prospects’ problem areas 4. Protection from making obvious mistakes
Types of Information Static Dynamic – Birth date – Prescription habit – Telephone – Our market share number – Competition relation – Mobile number – Services delivered – Potentiality – Family condition – Attitude – Contract situation – Treatment trends – General need
Sources of Information Previous visit report Pharmacy Colleagues Competition Other doctors The doctor
The Ingredients of PersonalityAttitude Knowledge Skills
The Ingredients of PersonalitySkillsSelling ( Your image and ideas)CommunicationNegotiationPresentationPlanningReportingTime managementComputer
The Ingredients of PersonalityKnowledgeCompanyProductCompetitorsBusinessCustomersSuppliersContractors
The Ingredients of PersonalityAttitude• Attitude is that way you look at things mentally.• Half empty or half full a glass of water.• How to look at the environment outside.• To find a solution for every problem.
Attitude?! I Did 100% I Will I Can I Think I Can Half-way There I Might I Think I Might 50% I Want To I Wish I Could I Don’t Know HowI Can’t I Won’t 0% Chance of Success
How to improve your attitude?!• Aim high to achieve the best dealThe more you try , the more youll have , the more youll believe inyourself .• Give your positive attitude to othersYour positive attitude is reflected on others around you.(Attitude is contagious)
How to improve your attitude?!• Play your winnersList positive factors in your life ;your family,health,and yourstrengths.• Develop a workaholic mentality.Think you are the owner of the company
How to improve your attitude?!• Dedicate yourself on serving othersPeople who give are happier that who take.• Use sense of humorHumor and smiling are the greatest way to overcome a negativesituation
How to improve your attitude?!• Believe in yourselfNever consider the possibility of failure• Handle your difficult time Exercise is a great way to get attitude adjustment
The Six Buying Motivations1. Making a gain / Quality / valueBuying to increase yield or money return (profit) ,the gain can also be economy , saving material, money or gainingtime
The Six Buying Motivations2. Avoiding / Limiting a loss / Security / Reputation /Trust Buying to protect an investment from damage or loss., the lossmay be real or perceived . Could be loss of life, yield, profit, money, property or anythingof value, i.e. buying a product, which protects health, or increasesprobability of long life .
The Six Buying Motivations3. Having pleasure, Enjoyment , Comfort , ConvenienceBuying because of enjoyment is one of the most marked motives
The Six Buying Motivations4. Avoiding pain , worries , problems.• Buying because it will remove physical or mental pain.Close to fear or loss . Most people do not like discomfort .• Drugs / Pharmaceuticals are an obvious example .• Also less Work , safety freedom from worry , security ,protection .
The Six Buying Motivations5. Boosting pride , self-satisfactionBuying because of inner feelings of wanting the best.Pride is when someone makes a decision resulting in good innerfeeling.However, they dont care what others know, think and say aboutthem: somehow they seek to be perfect (could be self –improvement, style, high quality, etc.)
The Six Buying Motivations6. Gaining social approval prestige, show – offBuying because of the influences or reaction of others.Where a decision is made to cause the prospect to appear to bea good doctor, businessman, or pillar of society.Also for prestige purposes: has to have what his / herneighbor /colleague has (to show off ) .Prospect cares what others know, think or say .
Buying Motives•Urologist states to Rep:This product is the only anti – infective I can safely use in hot climates"•Pharmacist said:"I have all narcotics under lock and key"
Buying Motives• Doctor mentions to Rep:"Besides professors Saad and Mohsen, I am the only doctor in town, Who can deal properly with such a case"• Hospital pharmacist said:"Having given you such a big order for your product I hope you will now concentrate your detailing on Dr. Sherif and Ahmed “
Buying Motives• Sales manager discusses with his boss:"With this project we will reduce period costs by 3 % "• Retail pharmacist asks Rep:"What about the expiry date of your product?
Buying MotivesOpinion leader tells Rep:At last you have launched this product. I know it from my post –Graduate stay in Germany .