The document outlines the essential skills and responsibilities of a professional salesman, particularly in the medical field, emphasizing the importance of ethics, personal appearance, and effective communication. It details a structured selling process including prospecting, territory management, and handling objections, while encouraging the development of a positive attitude and active listening. Key strategies for sales call preparation, follow-up, and analysis are also provided to enhance sales effectiveness and professionalism.

1. Professional Basic Selling Skills Professional Salesman Professional Sales call Prepared by: SHAHZAD AHMED CHOHAN MIO

2. PROFESSIONAL Enjoying the given activity as a source of livelihood or as a career. A Professional is.... A Leader Accountable for their actions Ethical Committed Trusted Dedicated positive attitude And Always Enjoy his Work

3. Objectives To sharpen the skills , abilities & behavior in selling for participants in order to sell better & improve professionalism .

4. Our Job Description You are Representing your Company. Reflecting the Company Image. Visiting Doctors concerning your products. Build up rapport between you and your doctor. Conveying company message to doctors. Delivering product features and benefits. Convincing doctors by your products.

5. Key Responsibilities Building up your loyal doctors. Following up the pharmacies in your area. Maintaining a doctor~pharmacies link. Monitoring your success through your sales figures. Keeping contact and follow up the distributors. Follow up the doctors prescription rate either on daily or weekly basis. Open New are to expand your Coverage and Sales. Keeping your eye on centers and Hospitals that make bulk sales. Introducing your products in different area.

6. Ideal Medical Representative APPEARANCE: Personal (Hair, Nail, Beard and Cloths) Bag, Visiting Cards SMILLING: Healthy Smiling Break the Ice ENTHUSIASM: Contagious Confidence: Self Confidence------Confidence in the Company & in the Product The successful salesperson is not a “Good” or “Fast talker” the opposite is true – he is a good listener.

7. Selling Aids & Tools Bag Pen Visiting Card Promotional Materials Brochures Samples Gimmicks (gifts) Reprints & Documents

8. Selling Call Frame 1) Prospecting 2) Territory Managment 3) Pre-Call Planning 4) Opening 5) Probing 6) Closing 7) Handing Objection 8) Post Call Analysis

9. 1) Prospecting Identify Markets, Segments, Competition and requirements / needs to be met.

10. 2) Territory Management Self Management Goal Setting Prospecting Prospect Classification Time Management Area Management Mark Key Doctors Paper Work

11. a) Types of Information Static . Dynamic Birth date Prescription habit Tel # Our market share Mob # Competition Potentiality Relation Attitude Service delivered Treatment trends Family condition Gen. need Contract situation

12. b) Source of Information Previous visit report Pharmacy Colleagues Competition Other doctors The doctors

13. 3) Pre-Call Planning Set and define Call Objectives Plan the procedure Prepare the Documents Prepare the CALL

14. 4) Opening Techniques At the beginning of any sales call you want to establish a comfortable tone that sets the stage for an open exchange of information.

15. a) Tools to Enhance Attraction Smile Firm Handshake Speak clearly Pronounce the name correctly Use the customer name

16. 5) Probe? Asking question to gather information Two types of probes: Open & Closed

17. a) Open Probe Who, Where, What, Why, How, When

18. b) Closed Probe Limits the customer response to Yes or No

19. c) Need And Opportunity Need: . Opportunity Customer want or Customer Problem desire that can be or dissatisfaction satisfied by your that could be products. solved by your products.

20. 6) Closing You agree with your customer on appropriate next steps for moving a mutually beneficial decision forward. When to close? The customer signals a readiness to move ahead (Buying signals) The Customer have accepted the benefits you described

21. 7) Objection- Customer Concern You did your call as we discussed before and you still find that you do not get your objective comment from the customer. Now you are facing one of the following situations. 1-Customer in difference 2-Skepticism 3-Misunderstanding 4-Drawbacks

22. a) Objections An objection is never something to be feared of. A skillful sales man can easily turn objection into opportunity to sell. Objections should be interpreted as request for additional information.

23. b) Why does a Prospect Object Fear of wrong decision. No enough information. No recognition of needs. Did not understand explanation. Need reassurance. Testing the beliefs of the salesman.

24. c) Overcoming Objections You have to develop positive attitude. You must have empathy. Don’t argue. Don’t attack after overcoming objections. Help them answer their objections.

25. d) Plan for Answering Objections Relax Listen actively Question for clarification Restate the objection Evaluate the objection Decide the technique to answer Answer the objection Get commitments Try for a close

26. 1-Customer Indifference Sometime you call on customers who do not have any interest in talking with you because of: Satisfies with competitor product or internally supplies service. Indifference presents you with a perfect chance to demonstrate your genuine commitment to helping medical practitioners to treat patients effectively.

27. a) How to Overcome Indifference? Acknowledge the customer’s point of view. Request permission to probe (limited agenda). Probe to create customer awareness of need.

28. 2-Skepticism The customer is doubting in your product or organization has the features or will provide the benefits you have highlighted. Resolving skepticism: Acknowledge the concern Offer relevant proof Check for acceptance

29. 3-Misunderstanding Customer has a concern b/c he or she thinks your product or service can not provide a particular feature or benefit, when in fact, it can provide that feature on that benefit Resolving Confirm the need behind the concern Support the need Describe relevant features and benefits Check for acceptance

30. 4-Drawback Every product and organization has limitations and you can not always satisfy all of a customer’s specific needs. When a customer has a complete correct understanding of your product or organization but is dissatisfied with the presence or absence of a feature or benefit. You are dealing with drawback (a need you can not satisfy)

31. a) Resolving Drawbacks Acknowledge the concern Refocus on the bigger picture Outweigh the drawbacks with previously accepted benefits Check for acceptance

32. 8) Post Call Analysis Did I sell Did I hold the customer interest Did I emphasize benefits Did I sensationalize presentation Did I watch non-verbal signals Did I answer the objections properly Did I match the agreement at the right time What will be my next call objective

33. Basic Strategies for Sales and Marketing Collecting Data - About field to be covered. -Geography. -Traffic. -Times of visits. -About your Drs. and specialties in concern. -No of each key Drs. in each specialty. -Drs. Behavior and attitude. -General notes in data collection. -You have to know your distributors. -You have to know the discount and bonus offered by your company for each product. -You should maintain your product availability in such pharmacies specially the key one.

34. Basic Strategies for Sales and Marketing Prepare yourself for sales calls -Be sure of medical product knowledge -Review the objection can be evoked and prepare yourself to handle -Practices different product calls with your either supervisors or friend -Ensure the way of handling the brochures or promotional material Follow up the result -Day to day pharmacies feedback if your product prescribed or not -Weekly revision of sales figures supplied by distributors -Weekly revision for Dr. visits Plan for not visited doctors -Analyze your call and visit if you targeting the right product for each call or not

35. "The successful always has could change the course of his life overnight." a number of projects planned, to which he looks forward. Anyone of them -Mark Caine Thanking you