Selling skills

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Selling skills

  1. 2. Meeting Rules <ul><li>Be On Time. </li></ul><ul><li>Be Prepared. </li></ul><ul><li>Be active positive participants. </li></ul><ul><li>Business dress. </li></ul><ul><li>No Side talks. </li></ul><ul><li>No mobile. </li></ul><ul><li>No smoking </li></ul>
  2. 3. <ul><li>Learning is the result of participant digging for information/skills. </li></ul><ul><li>It ’ s not what the trainer present. </li></ul><ul><li>People can't be taught ,they can be stimulated and helped to learn. </li></ul><ul><li>Learning has not occurred until behavior has changed. </li></ul><ul><li>Be open mined, open head </li></ul><ul><li>Ready to change, ready to learn </li></ul>Learning Theories
  3. 4. <ul><li>I hear and I forget . </li></ul><ul><li>I see and I remember. </li></ul><ul><li>I do and I learn. </li></ul>Learning Theories New learn is a new earn.
  4. 5. <ul><li>Evaluation </li></ul>The four corners of selling Product Knowledge Selling Skills Market intelligent 4 R ’ s
  5. 6. <ul><li>should be known by 100% </li></ul><ul><li>as well as competitors ’ knowledge </li></ul><ul><li>to adjust your message against them. </li></ul>Product knowledge
  6. 7. <ul><li>Why does the doctor use your product? </li></ul><ul><li>What's the benefit do you sell? </li></ul><ul><li>You must be able to point out to the doctor : </li></ul><ul><li>Your product benefits. </li></ul><ul><li>Your Competitive Advantage. </li></ul>Product knowledge
  7. 8. <ul><li>S afety </li></ul><ul><li>P erformance </li></ul><ul><li>A ppearance </li></ul><ul><li>C omfort </li></ul><ul><li>E conomy </li></ul>1- Product Benefits
  8. 9. 1- Product Benefits SPACE afty erformance pperance omfort conomy
  9. 10. <ul><li>Know your competition. </li></ul><ul><li>Know in which areas your competitor superior and in which areas your competitors inferior. </li></ul><ul><li>If there is no reason why the doctor should prescribe your product, then he will prescribe your competitor. </li></ul><ul><li>There is a reason for everything. </li></ul><ul><li>Remember that doctors have strong tendency to prescribe for attractive and pleasant salespeople. </li></ul>2-Competitive Advantage
  10. 11. <ul><li>R ight product. </li></ul>Market intelligent 4 R’s <ul><li>R ight doctor. </li></ul><ul><li>R ight message. </li></ul><ul><li>R ight Frequency. </li></ul>
  11. 12. Right Doctor
  12. 14. <ul><li>Customer who first </li></ul><ul><li>1-acknowledge that they need, want and </li></ul><ul><li>2-can afford what we're selling,and </li></ul><ul><li>3-commit to buy from us at a specified time </li></ul><ul><li>if we fulfill their Conditions of Satisfaction. </li></ul>Right Doctor (Targeting) <ul><li>Sell to people who want what you have. </li></ul>
  13. 15. <ul><li>Physician type/specialty. </li></ul><ul><li>Physician need /Personality. </li></ul><ul><li>Patient base/class. </li></ul><ul><li>Prescription patterns. </li></ul><ul><li>Potential for more than one product. </li></ul><ul><li>Use of your product /Responsiveness. </li></ul><ul><li>Your Product Rx share Versus the competitors. </li></ul><ul><li>Reference (influencer) group. </li></ul><ul><li>Working in different places. </li></ul>Targeting Criteria
  14. 16. <ul><li>Well, the closer a customer fits that description,the higher the probability he will buy from us. </li></ul>Right Doctor (Targeting) <ul><li>Obviously we should spend most of our time and resources talking to this category of customer. </li></ul>
  15. 17. <ul><li>If you miss your R-doctor </li></ul><ul><li>you miss your business </li></ul><ul><li>There’s no potential doctor </li></ul><ul><li>except for my product </li></ul>Right Doctor (Targeting)
  16. 19. <ul><li>We don't waste time trying to sell </li></ul><ul><li>customer who probably won't buy from us. </li></ul><ul><li>Why waste the effort/resources? </li></ul><ul><li>That's a basic in Sales philosophy. </li></ul>Right Doctor (Targeting)
  17. 20. <ul><li>20 % of your customer </li></ul><ul><li>generate </li></ul><ul><li>80 % of your business </li></ul>Right Doctor (Targeting)
  18. 21. <ul><li>Doctor should be deleted from list </li></ul><ul><li>if he was not responding after 5 visits </li></ul><ul><li>Why…?? </li></ul><ul><li>1-Awareness </li></ul><ul><li>2-Interested </li></ul><ul><li>3-Trail </li></ul><ul><li>4-Result </li></ul><ul><li>5-Adoption phase </li></ul>Right Doctor (Targeting)
  19. 22. <ul><li>Create </li></ul><ul><li>Keep </li></ul><ul><li>Grow </li></ul>
  20. 23. <ul><li>One of K.S.F in sales is to start build relation with K.O.L your primary objective at the beginning is to build relation rather than to sell then sale will come automatically. </li></ul>Building,Keep, Strength Relation With KOL
  21. 24. <ul><li>Right product has to satisfy customers ’ </li></ul><ul><li>Need. </li></ul><ul><li>Want. </li></ul><ul><li>Demand </li></ul>Right Product
  22. 25. <ul><li>Your message should: </li></ul><ul><li>Be based on customer need ( specific patient) </li></ul><ul><li>and prescribing patterns. </li></ul><ul><li>Reflect your product benefit . </li></ul><ul><li>Match product benefit to doctor needs ( specific patient). </li></ul><ul><li>Differentiate the product from its competitors. </li></ul><ul><li>Be at appropriate level and pace for customer. </li></ul><ul><li>Be adaptable to unexpected situation. </li></ul>Right Message
  23. 26. <ul><li>At least visit twice /month </li></ul><ul><li>your List shouldn ’ t contain more than </li></ul><ul><li>80 - 1 0 0 physicians </li></ul><ul><li>30 – 40 Pharmacies </li></ul>Right Frequency
  24. 28. <ul><li>is getting someone to do what you want him to do, </li></ul><ul><li>The way they want to do it </li></ul><ul><li>is well and willingly     </li></ul>Selling
  25. 29. <ul><li>If you don ’ t use it </li></ul><ul><li>you will lose it. </li></ul><ul><li>Skill should be sharpened otherwise … . </li></ul><ul><li>it will be dusty and rusty. </li></ul><ul><li>Preparation can compensates </li></ul><ul><li>lake of talent. </li></ul>Skills important points
  26. 30. <ul><li>It doesn't matter what you know about the selling skill, </li></ul><ul><li>it count only about what you do.. </li></ul><ul><li>The more you do of what you do, </li></ul><ul><li>the more you get of what you have got. </li></ul>Skills important points
  27. 31. <ul><li>Is deciding what to change today </li></ul><ul><li>so tomorrow will be different </li></ul><ul><li>from yesterday. </li></ul>Planning
  28. 32. <ul><li>If we don ’ t have some sort of plan,we aren ’ t going to be motivated to accomplish much. </li></ul><ul><li>Plan your work and work your plan. </li></ul><ul><li>People who fail to plan should plan for failure. </li></ul>Planning
  29. 33. <ul><li>Planning is an integral part of our life. </li></ul><ul><li>No pain no gain </li></ul><ul><li>Planning need flexibility </li></ul>Planning
  30. 34. <ul><li>Planning. </li></ul><ul><li>- Setting Objective. </li></ul><ul><li>- Time Planning. </li></ul><ul><li>- Territory Management </li></ul><ul><li>- Action plan </li></ul>Planning Process
  31. 35. <ul><li>What do you want to accomplish during this sales call? </li></ul>Objective
  32. 36. <ul><li>I want to loss weight. </li></ul><ul><li>I want to read more. </li></ul><ul><li>I want to learn swimming. </li></ul><ul><li>I want to increase the amount of sales I do with present customers and get new customers too. </li></ul><ul><li>I want to increase my annual sales by 100% </li></ul><ul><li>I want to increase my annual sales by 1% </li></ul>Objective
  33. 37. <ul><li>I want to </li></ul><ul><li>increase my current volume of sales by 10 % and </li></ul><ul><li>added three customers generating at least 5 % of my current volume , </li></ul><ul><li>over the course of the next six months. </li></ul>Objective
  34. 38. <ul><li>Specific. 10% - three new customers </li></ul><ul><li>Measurable. The achievement or lack of </li></ul><ul><li>achievement of the goal is readily </li></ul><ul><li>determined </li></ul><ul><li>Realistic. The objective is doable </li></ul><ul><li>Communicable. You and anyone can understand </li></ul><ul><li>what do you mean </li></ul><ul><li>Challenging. The objective forces you to </li></ul><ul><li>expand an extra effort </li></ul><ul><li>Time frame. You’ve set yourself a date. </li></ul>Objective
  35. 39. <ul><li>Meaningful objectives Vs./ </li></ul><ul><li>wishes,desires,wants </li></ul><ul><li>The six parameters </li></ul><ul><li>Specific. </li></ul><ul><li>Measurable. </li></ul><ul><li>Realistic. </li></ul><ul><li>Communicable. </li></ul><ul><li>Challenging. </li></ul><ul><li>Time frame. </li></ul>Objective
  36. 40. <ul><li>If you have very clear objective </li></ul><ul><li>half the job is done </li></ul><ul><li>If you haven't objective </li></ul><ul><li>it ’ s better </li></ul><ul><li>don ’ t move </li></ul>Objective
  37. 41. <ul><li>Once you establish your ultimate goal, the next step is to break it up into sub - goals. </li></ul><ul><li>Break monthly sales goal into weekly ,daily sales goals </li></ul><ul><li>By this type of planning you're striving to achieve your ultimate goal and … </li></ul><ul><li>You can determine your progress on a daily or weekly basis. </li></ul><ul><li>As you achieve each sub - goal successfully you develop the habit of success and... </li></ul><ul><li>Build your confidence in your own ability </li></ul>Objective
  38. 42. HOPE HOPE ave bjective repared Very time
  39. 43. HOPE Preparation 1-can compensate lack of talent 2- help you to be Respected Liked Trusted 3-Help you to keep eye contact with customer 4-Help you make good presentation (show)
  40. 44. HOPE <ul><li>Don’t prepare yourself to give sample </li></ul><ul><li>in advance of prescribing </li></ul><ul><li>Prepare your self to make a dialogue </li></ul><ul><li>and then offer sample whenever possible </li></ul>
  41. 45. The Scientific Formula For Success. <ul><li>The three simple steps </li></ul><ul><li>Step 1: See your target. </li></ul><ul><li>Step 2: Keep it in your sight. </li></ul><ul><li>Step 3: Hit it ( until you hit it) </li></ul>
  42. 46. Step 1 : See Your Target
  43. 47. Step 1 : See Your Target <ul><li>In order to hit your target,you must see it clearly </li></ul><ul><li>Most failure begins and ends at this step. </li></ul><ul><li>It’s wonder that it’s difficult for us to see exactly what we want. </li></ul><ul><li>We may actually have a target in mind, but we don’t see it clearly </li></ul>
  44. 48. Step 1 : See Your Target <ul><li>You may say to yourself “I want a lot of money” but that really specific target? </li></ul><ul><li>“ a lot of money”can mean a lot of things to a lot of people. </li></ul><ul><li>The first thing you have to do is: </li></ul><ul><li>select a very specific target and see it clearly in front of you. </li></ul><ul><li>The trick to success is selecting one target at a time and focusing all of your energy on it in the moment. </li></ul>
  45. 49. Step 1: See Your Target <ul><li>Yes,we may all have : </li></ul><ul><li>hundreds of of things we want to do,and </li></ul><ul><li>our lives may be incredibly complex, </li></ul><ul><li>but in that moment,you need to: </li></ul><ul><li>let go of everything else and </li></ul><ul><li>SEE YOUR TARGET </li></ul>
  46. 50. Step 2: Keep In Your Sights <ul><li>In order to accomplish something, you must focus: </li></ul><ul><li>1-Sufficient attention. </li></ul><ul><li>2-Sufficient energy. </li></ul><ul><li>You may sometimes find that you can’t focus your attention because you have things in your mind. </li></ul><ul><li>In this case ,you are unconsciously defocusing : </li></ul><ul><li>a percentage of your attention and </li></ul><ul><li>energy away from the target. </li></ul>
  47. 51. Step 2: Keep In Your Sights <ul><li>The problem is , after we’ve selected our target we divert varying levels of our attention and energy away from it and this usually prevent us from hitting it. </li></ul>
  48. 52. Step 3: Hit It(Until You Hit It) <ul><li>When a stone sculptor is trying to sculpt a masterpiece, do you think the first time he hits the chisel with the hammer everything’s going to fall off and it will be a beautiful sculpture. </li></ul><ul><li>No.  </li></ul><ul><li>He has to keep hitting it and hitting it, chipping away. </li></ul><ul><li>And that’s the way life is. </li></ul><ul><li>Nothing really worthwhile ever comes easy in life. </li></ul><ul><li>You keep hitting it and going after it – and little by little your life becomes a masterpiece. </li></ul>
  49. 53. Step 3: Hit It(Until You Hit It) <ul><li>The shortest path between two points is a straight line. </li></ul><ul><li>You might tell yourself that you’re doing research on the internet ,but you’re really surfing aimlessly from site to site. </li></ul><ul><li>NASA. </li></ul><ul><li>As you see straight lines can sometimes save your millions of dollars and years of your time. </li></ul>
  50. 54. Step 3: Hit It(Until You Hit It) <ul><li>The fact is, great people are really just ordinary people with an extraordinary amount of determination. </li></ul><ul><li>Great people don’t know how to quit. . </li></ul><ul><li>Thing is , you’re always walking some path , whether you like or not </li></ul><ul><li>So, you need to constantly keep your mind attuned to finding the straight path. </li></ul>
  51. 55. SUCCESS Tips <ul><li>Success is nothing more than: </li></ul><ul><li>a few simple disciplines, </li></ul><ul><li>practiced everyday; </li></ul><ul><li>while failure is a simply : </li></ul><ul><li>a few errors in judgment, </li></ul><ul><li>repeated everyday . </li></ul><ul><li>It is a cumulative weight of our disciplines and our judgments that lead us to either fortune or failure. </li></ul>
  52. 56. <ul><li>“ Success is 90% ATTITUDE and </li></ul><ul><li>10% KNOWLEDGE&quot; </li></ul>SUCCESS Tips
  53. 57. <ul><li>( إذا لم تزد شيئًا على الحياة كنت زائدًا عليها ) </li></ul><ul><li>[ وحي القلم، مصطفى صادق الرافعي ) ، </li></ul>SUCCESS Tips
  54. 58. Success is journey Not A Destination
  55. 59. THANK YOU

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