SlideShare a Scribd company logo
1 of 68
Advanced selling skills
building collaborative relationship
workshop
2
What is Selling?What is Selling?
• Selling is the art of persuasion, we
persuade others because we cannot force
them.
• We sell products, services, ideas, and
we sell ourselves.
3
Qualifications for Success in SalesQualifications for Success in Sales
• Hard Working.
• Smart Working.
• Emotional Maturity.
• Responsiveness to Customers.
• Reliability.
• Personal Development.
4
Job description of med. Rep.
1. Job objective
2. Responsibilities
 Toward customer
 Toward company
3. Tasks
4. reporting
5
Job objectives
1. Company target
2. Company image and stratagem
3. Customer relationship management
6
Responsibilities
A - Toward customer
 Identify new customers
 Increase sales to existing customer
1- Customer needs and attitude
2- Satisfying needs within company objectives
3- Probe handling of response
 Good communication
7
Responsibility
B- toward company
• Sales
• Promotion
• Market feedback
• Information security
• Cost benefit
8
3-Tasks
1. Daily visit to complete coverage list
2. Organize group meeting to achieve
objective
3. Active participation in sales meeting and
training courses
4. Improve his skills and communication
5. Territory and time management of visit
6. Good uses of sample and tools
9
Reporting
1. Report all activity according to pre-set reporting
system
2. Report should cover
 Daily activity
 Extraordinary events in market
 Opportunities
 Traveling
 Market feed back
 expenses
10
Workshop objectives
 Explain what a collaborative relationship is
discuss its value for med. rep. deltapharma
 Explain the steps for building collaborative
relationship and how each step contributes
 Establish and maintain trust
 Understand doctor’s perspective and use
delta product
11
Workshop objectives
 Develop and implement a selling strategy by
applying core selling skills to address unique
needs and perspective
 Learn from each sales call and leverage the
learning as appropriate
12
Workshop agenda
 10 min Welcome and introduction
 30 min Establish and maintain trust
 30 min Understand and address the
doctor’s perspective and need
 20 min Break
 30 min develop and implement a selling steps
 30 min capture and leverage what you learn
 1 hour role play and case study
 15 min summarize
 30 min launch and see video film (side effect 2008)
Introduction to collaborative
relationship
14
Product and disease knowledge Patients care knowledge
The need for collaboration
connecting the two doctor interaction
doctor’s perspective
product
Research
Patient doctor
interaction
Representive doctor
interaction
15
In a collaborative relationship, the med. Rep.
connects the two interactions by
demonstrating to the doctor and medical
practice staff that have common
purpose
Enhancing patient care and success of practice
16
What is collaborative relationship?
 People with different roles ,objectives and
perspectives
 Work toward a common purpose
 Based on trust and mutual understanding rather than
formal requirements
 Voluntarily sharing information and learning from
each other
 Mutually benefiting from constantly learning more
about each other's objectives ,perspective ,priorities
 And are respectful of each other’s time, resourses,
privacy, and work objective,
17
Key assumption in C.R
The sales representative can best achieve his
selling objective by showing how his
product ,knowledge ,and services can help
doctor to achieve their common purpose
18
Benefits of C.R.
 Viewed as a member of patient care team
 Access to decision-makers and influencers
 Each visit is part of an ongoing process of
enhancing patient care through appropriate
use of delta products
 Building C.R. help us to achieve the
deltapharma vision
19
Steps for building C.R.
1. Establish and maintain trust
2. Understand and address the doctor’s
perspective and practice needs
3. Develop and impalement a selling steps
4. Capture and leverage what you learn
Building collaborative relationship
1. Establish and maintain trust
21
What is trust?
An expectation that another person or group
can be relied upon
22
4 element of trust
1. Rapport
2. Purpose
3. Integrity
4. competence
23
4 element of trust
1. Rapport: an enjoyable interpersonal
connection marked by harmony and comfort
2. Purpose
3. Integrity
4. competence
24
4 element of trust
1. Rapport
2. Purpose: why you are calling doctor. Is your
purpose to help doctor and his patient or to
help yourself by selling your product only?
Do you share common purpose?
3. Integrity
4. competence
25
4 element of trust
1. Rapport
2. Purpose
3. Integrity: being truthful ,reliable, and have a
keen ethical sense of right an wrong
4. competence
26
4 element of trust
1. Rapport
2. Purpose
3. Integrity
4. Competence: having the knowledge and
skills to contribute positively to the common
purpose
Behavioral styles
A tool for building trust
28
Steps for building C.R.
1. Establish and maintain trust
 Rapport
 Purpose
 Integrity
 competence
1. Understand and address the doctor’s perspective
and practice needs
2. Develop and impalement a selling steps
3. Capture and leverage what you learn
Behavioral style– is a tool to
establish and maintain trust by being
behaviorally flexible
29
Low
High
High
Low
Analytical
Amiable Expressive
Driver
Responsiveness
Assertiveness
30
 High in Assert. And low in Resp.
 He don not enjoy working with others.
 Are swift and efficient decision maker.
 Focus in the present with low concern for the past.
31
 High in Asser. & Resp.
 Warm people & intuitive.
 They like personal reward& recognition.
 Interested in personal relation ship.
 Focus in future.
 AS sales rep. demonstrate how your product will
help their customers.
 He prefer sales ppt. e product demonstrations &
creative graphics rather than factual statements.
32
 Low in Asser. & high in Resp.
 Close relation ship is important.
 Make decisions slowly & avoid risk.
 They avoid conflict.
 Like to pleas others **
 AS sales rep. you have to build strong relation
with him.
 Interested in receiving guarantees about product
performance
 They don’t like sales people !!!!!!!!!!!!!!!
 Concern with effectiveness.
33
 Low in Asser.& Resp.
 Like facts and very logic.
 Suspicious in personal relation ship.
 Make decisions slowly.
 Systematically analyze the facts.
 Using the past as indicator for the future.
 AS sales rep you need to use solid evidence
in presentations.
 They influenced by sales ppt. that recognize
their technical expertise.
34
 Prospecting
 Pre-approach
 Approach
 Presentation
 Close
 Follow UP
35
Stages of the product adoption
process
knowledgeawareness trial Limited use Brand of choice advocacy
The doctor is aware of your
product, but has not been
motivated to become
knowledgeable about it
Goal
Increase the doctor's knowledge
regarding your product
The doctor has the
knowledge necessary to use
your product, but is happy
with current therapy
Goal
Get a trial of your product
The doctor has prescribed
your product for a few patient
,but has not decided to make
it a regular part of his practice
Goal
Convert the trial into
continued use with some
patient
The doctor has decided to use
your product in certain patents but
use competing products as much
or more
Goal
Expanding use with new patient or
indication
The doctor is using your
product almost for appropriate
patents because his believe
the product is superior to its
competitors
Goal
Attract the doctor to advocate
your product at same level
The doctor is convinced of
your product value and is
willing to be an advocate for
the product with his peers
Goal
Keep the doctor loyal to your
products
36
Link between prescribing and selling
process
Probe
Reinforcing Benefits
Recipient
Handling of Response
Make decision
Introduction
Ask question to decision
Gathering product information
Show need& attitude
Close
Follow upNo. of prescriptions
37
Why Do Buyer Object ?
A) Negative psychological factors
B) Desire to get rid of representative
C) No money
D) Do not need product or service
E) No recognition of need
F) Need more information
G) Value does not exceed cost
38
2 – Common Objections
A) Acting Now
B) Misunderstanding
C) Price
D) Product
E) Service
F) Company
G) M.R
39
A Suggested Plan For Handling Objection
1) Listen carefully, don’t interrupt – let prospect talk
2) Repeat the prospect’s objection :
a) Make sure that the objection is understood
b) Ask questions to clarify objections and think before answer
3) Evaluate the objection and classify as real objections or excuses
4) 4) Decide on the methods or techniques to use in answering the
objection
5) Get commitment from prospects that the objection has been
answered
6) Close immediately after answering the objection to satisfaction of the
prospect
40
Effective Methods and Techniques For
Handling Objection
1) Relax and listen – Do not interrupt
2) Agree and counter (Yes, but…)
3) Turn objections into reasons for buying
(Boomerang)
4) Ask Why or specific questions
5) Admit valid objections
6) Postpone the answer
7) Denial Method : a) Direct b) Indirect
41
Dealing with negatives
(resistance)
1. Misconceptions
2. Real objections
3. Lack of interest
4. skepticism
42
Misconceptions
negative assumption about your
product -lack of information-
1. Probe to clarify the customer concern
2. Tactfully provide the correct information to
resolve the misconception
3. Emphasize the positive information
43
Real objections
shortcoming or disadvantage of your
product
1. Probe to clarify customer concern
2. Acknowledge customer concern
3. Reduce impact of shortcoming on customer
4. Emphasize the benefit of your product
44
Lack of interest
satisfaction with a competing product
1. Use series of close probing to uncover
need
2. Turn an area of dissatisfaction with the
competing drug into an area of need for
your product
3. Close probe to confirm clear need
45
Skepticism
disbelief your product benefits
1. Emphasize the benefit in question
2. Prove the benefit
3. Explain the benefit
46
Preparation ?
Required To Answer Objections.
1) Develop a positive attitude
2) Anticipate specific objection
3) Forestall objection (Act Before)
4) Evaluate objection : True or Excuse
5) Time of answer
47
Selling BenefitsSelling Benefits
“ People are never ready to buy just a product or a
service for being good or innovative, they are
always ready to buy solutions for their own
problems”
F A B
FeatureFeature AdvantageAdvantage BenefitBenefit
48
Selling BenefitsSelling Benefits
FeatureFeature
AdvantageAdvantage
BenefitBenefit
49
F A BF A B
Feature: A fact about the product or service or
one of its specifications.
Action or Advantage: What a product does,
How it works/acts, or What makes it different.
Benefit: How does the customer gain or what
is the product ultimately does for the
customer.
50
Buyer’s MotivesBuyer’s Motives
• Health, Comfort, Convenience.
• Safety, Assurance, Stability, Performance,
Economy.
• Acceptance, Attention, Ease, Pleasure,
Image, Praise.
• Pride, Prestige, Confidence, Recognition.
• Creativity, Growth, Importance,
Independence, Freedom … etc.
51
“Time is the scarcest resource,Time is the scarcest resource,
and unless it is managed,and unless it is managed,
nothing else can be managed”nothing else can be managed”
How Do Medical Representatives use their working-time?How Do Medical Representatives use their working-time?
25%
46%
13%
3%
13%
Travelling
Waiting
Calling on
Customers
Administrative
work
Personal
53
Definition:
“A close is a question, or action by the salesperson
designed to secure an order from the prospect.”
Sales rep earns close by establishing 2-way
relationship with prospect, discovering problems,
& demonstrating problem resolution.
54
Don’t depend on prospect to take the initiative
Statistics: in 20% of cases prospect closes on own, in 20%
sales rep attempts to close, in 60% no effort and no sale!
Why Salespeople Don’t Close?
Fear of Rejection!
Need to think, “The worst that can happen is that I
attempt close and physician says ‘No’. Since I lose anyway
by not asking, things can only improve by trying
55
Don’t close when prospects disinterested, confused, not ready to act.
Close with verbal indications:
Prospect agrees to value of benefit
Prospect accepts response to objection
Prolonged silence
Positive verbal indication (e.g.“ Sounds good”;
How should I pay?,” etc.).
Close with Nonverbal indication of interest:
Reexamining product
Starting to figure with pencil or calculator
such as nodding one’s head, leaning forward
56
Question designed to reveal prospects’ impressions
without forcing a yes-or-no decision
Open question, “Do you have any other questions?” If
“no”, close
Pave-the-way question, “Is there a reason besides
Product price that would prevent you from
prescribing?” If not, then Handle price objection
and close
Ask directly for the
Commitment
Direct close valuable for
prospects who like to make
their own decision, like
Drivers
•“Can we see desa on
your Patients
prescriptions?”
Yes
58
Med. rep presents benefits in summary form
Valuable where presentation has occurred over several sales
calls
To build momentum, start with benefits with which prospect
has shown most interest
For Drivers & Analytical
Delpanto relief dyspepsia ,no drug
interaction,,,so how many patients will
gain delpanto from you?
I’ll prescribe
delpanto for
The first patient
who needs it.
59
Med. .rep asks questions designed to
be answered in yes.
Idea is that “Yes” becomes habit
Based in psychological principle of
consistency
Most appropriate for Amiable, not
Drivers who prefer making own
decisions
Yes
Would you
prescribe delpanto
as pantoprazol 20
mg
Yes I
will.
60
 Assumes agreement already reached
 In contrast to other closes, where prospects have to take positive action,
 Useful for indecisive types (e.g. Amiable& Analytical, to lesser extent)
haw may box of delpanto we
can
Provide in the pharmacies near
to you?
Put 10 boxes in Rhama pharmacy
61
Was my objectives smart ?
Was my objectives achieved ?
Why , why not ?
What is my next call objectives ?
What is my next call plan?
62
FOLLOW UP
63
SUMMARY
 Handling objections successfully is vital part of a
sales person’s responsibility
 Objection are to be expected, even welcomed and
handled with skills and empathy
 A well answered objection provide excellent
opportunity to close
 A plan should be developed so nothing is left to
chance.
Best Regards,
DR Haitham Hekal
64
65
66
67
68

More Related Content

What's hot

Professional basic selling skills
Professional basic selling skillsProfessional basic selling skills
Professional basic selling skillsshehzad Chohan
 
Things to do before making doctor calls
Things to do before making doctor callsThings to do before making doctor calls
Things to do before making doctor callsKaustubh Agarwal
 
Pharmaceutical selling skills
Pharmaceutical selling skillsPharmaceutical selling skills
Pharmaceutical selling skillsSaba Ahmed
 
Sales Objections
Sales ObjectionsSales Objections
Sales ObjectionsAkash Shah
 
Advanced Pharma Selling Techniques
Advanced Pharma Selling TechniquesAdvanced Pharma Selling Techniques
Advanced Pharma Selling TechniquesMohammad Yousuf Efti
 
Advanced selling skills p3
Advanced selling skills p3Advanced selling skills p3
Advanced selling skills p3Mohammed Gamal
 
Sales training module presentation slides john
Sales training module presentation slides johnSales training module presentation slides john
Sales training module presentation slides johnJohn Ndukwe Ibebunjo
 
Pharmaceutical selling skills m.youssef
Pharmaceutical selling skills m.youssefPharmaceutical selling skills m.youssef
Pharmaceutical selling skills m.youssefDr.Mohamed youssef
 
Consultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaConsultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
 
Pharma selling challenges
Pharma selling challenges Pharma selling challenges
Pharma selling challenges Taleb Hammad
 
Sales skills handouts
Sales skills handoutsSales skills handouts
Sales skills handoutsGeorges Caron
 
professional selling skills
professional selling skillsprofessional selling skills
professional selling skillsAhmed Nabil
 
60 PPTS-ADVANCED SELLING SKILLS-BY INDRANIL BHADURI
60 PPTS-ADVANCED SELLING SKILLS-BY INDRANIL BHADURI60 PPTS-ADVANCED SELLING SKILLS-BY INDRANIL BHADURI
60 PPTS-ADVANCED SELLING SKILLS-BY INDRANIL BHADURIIndranil Bhaduri
 

What's hot (20)

Selling skills
Selling skillsSelling skills
Selling skills
 
Professional basic selling skills
Professional basic selling skillsProfessional basic selling skills
Professional basic selling skills
 
Things to do before making doctor calls
Things to do before making doctor callsThings to do before making doctor calls
Things to do before making doctor calls
 
Pharmaceutical selling skills
Pharmaceutical selling skillsPharmaceutical selling skills
Pharmaceutical selling skills
 
Sales Objections
Sales ObjectionsSales Objections
Sales Objections
 
Advanced Pharma Selling Techniques
Advanced Pharma Selling TechniquesAdvanced Pharma Selling Techniques
Advanced Pharma Selling Techniques
 
Advanced selling skills p3
Advanced selling skills p3Advanced selling skills p3
Advanced selling skills p3
 
Sales training module presentation slides john
Sales training module presentation slides johnSales training module presentation slides john
Sales training module presentation slides john
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling Skills
 
Pharmaceutical selling skills m.youssef
Pharmaceutical selling skills m.youssefPharmaceutical selling skills m.youssef
Pharmaceutical selling skills m.youssef
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
 
Basic selling skills
Basic selling skillsBasic selling skills
Basic selling skills
 
Selling skills
Selling skillsSelling skills
Selling skills
 
Consultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaConsultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey Mesquita
 
Pharma selling challenges
Pharma selling challenges Pharma selling challenges
Pharma selling challenges
 
Selling skills
Selling skillsSelling skills
Selling skills
 
Double blind field managers visit
Double blind field managers visitDouble blind field managers visit
Double blind field managers visit
 
Sales skills handouts
Sales skills handoutsSales skills handouts
Sales skills handouts
 
professional selling skills
professional selling skillsprofessional selling skills
professional selling skills
 
60 PPTS-ADVANCED SELLING SKILLS-BY INDRANIL BHADURI
60 PPTS-ADVANCED SELLING SKILLS-BY INDRANIL BHADURI60 PPTS-ADVANCED SELLING SKILLS-BY INDRANIL BHADURI
60 PPTS-ADVANCED SELLING SKILLS-BY INDRANIL BHADURI
 

Similar to Advanced selling skills

selling skills.ppt
selling skills.pptselling skills.ppt
selling skills.pptHaniAlzoubi1
 
professional basic selling skills.pdf
professional basic selling skills.pdfprofessional basic selling skills.pdf
professional basic selling skills.pdfArbrHalilaj
 
Role of Medical Sales Representative
Role of Medical Sales RepresentativeRole of Medical Sales Representative
Role of Medical Sales Representativerohit kamboj
 
Indian Pharmaceuticals Marketing & selling for Medical Representatives
Indian Pharmaceuticals Marketing & selling for Medical RepresentativesIndian Pharmaceuticals Marketing & selling for Medical Representatives
Indian Pharmaceuticals Marketing & selling for Medical RepresentativesRavideepak Verma
 
Best Practices for Recruiting and Selecting Top Sales Talent
Best Practices for Recruiting and Selecting Top Sales TalentBest Practices for Recruiting and Selecting Top Sales Talent
Best Practices for Recruiting and Selecting Top Sales TalentInkCycle
 
basicsellingskills-140521075810-phpapp02.pdf
basicsellingskills-140521075810-phpapp02.pdfbasicsellingskills-140521075810-phpapp02.pdf
basicsellingskills-140521075810-phpapp02.pdfEsraaAhmedRadian
 
Strategic marketing
Strategic marketingStrategic marketing
Strategic marketingSundasZahid6
 
Continuous discovery - Caitlin Blackwell
Continuous discovery - Caitlin BlackwellContinuous discovery - Caitlin Blackwell
Continuous discovery - Caitlin BlackwellProduct Anonymous
 
basicsellingskills-140521075810-phpapp02.pptx
basicsellingskills-140521075810-phpapp02.pptxbasicsellingskills-140521075810-phpapp02.pptx
basicsellingskills-140521075810-phpapp02.pptxarslanahmad1951
 
The Ultimate Marketing Strategy: Customer Satisfaction for Competitive advantage
The Ultimate Marketing Strategy: Customer Satisfaction for Competitive advantageThe Ultimate Marketing Strategy: Customer Satisfaction for Competitive advantage
The Ultimate Marketing Strategy: Customer Satisfaction for Competitive advantageDennis Strong, CMC
 
Salesmanship 1
Salesmanship 1Salesmanship 1
Salesmanship 1abdul m
 
Dissatisfaction Complaint Recovery.pptx
Dissatisfaction Complaint Recovery.pptxDissatisfaction Complaint Recovery.pptx
Dissatisfaction Complaint Recovery.pptxAbhijeetGadade5
 
One last presentation
One last presentationOne last presentation
One last presentationSameer mathur
 
Salesmanship personal selling v unit
Salesmanship personal selling v unitSalesmanship personal selling v unit
Salesmanship personal selling v unitSureshBabuMannarColl
 

Similar to Advanced selling skills (20)

selling skills.ppt
selling skills.pptselling skills.ppt
selling skills.ppt
 
professional basic selling skills.pdf
professional basic selling skills.pdfprofessional basic selling skills.pdf
professional basic selling skills.pdf
 
Sales management
Sales management Sales management
Sales management
 
Role of Medical Sales Representative
Role of Medical Sales RepresentativeRole of Medical Sales Representative
Role of Medical Sales Representative
 
Indian Pharmaceuticals Marketing & selling for Medical Representatives
Indian Pharmaceuticals Marketing & selling for Medical RepresentativesIndian Pharmaceuticals Marketing & selling for Medical Representatives
Indian Pharmaceuticals Marketing & selling for Medical Representatives
 
Sales
SalesSales
Sales
 
Sales Techniques And Tactics For Selling Up
Sales Techniques And Tactics For Selling UpSales Techniques And Tactics For Selling Up
Sales Techniques And Tactics For Selling Up
 
Best Practices for Recruiting and Selecting Top Sales Talent
Best Practices for Recruiting and Selecting Top Sales TalentBest Practices for Recruiting and Selecting Top Sales Talent
Best Practices for Recruiting and Selecting Top Sales Talent
 
basicsellingskills-140521075810-phpapp02.pdf
basicsellingskills-140521075810-phpapp02.pdfbasicsellingskills-140521075810-phpapp02.pdf
basicsellingskills-140521075810-phpapp02.pdf
 
Strategic marketing
Strategic marketingStrategic marketing
Strategic marketing
 
Continuous discovery - Caitlin Blackwell
Continuous discovery - Caitlin BlackwellContinuous discovery - Caitlin Blackwell
Continuous discovery - Caitlin Blackwell
 
basicsellingskills-140521075810-phpapp02.pptx
basicsellingskills-140521075810-phpapp02.pptxbasicsellingskills-140521075810-phpapp02.pptx
basicsellingskills-140521075810-phpapp02.pptx
 
The Ultimate Marketing Strategy: Customer Satisfaction for Competitive advantage
The Ultimate Marketing Strategy: Customer Satisfaction for Competitive advantageThe Ultimate Marketing Strategy: Customer Satisfaction for Competitive advantage
The Ultimate Marketing Strategy: Customer Satisfaction for Competitive advantage
 
Salesmanship 1
Salesmanship 1Salesmanship 1
Salesmanship 1
 
Dissatisfaction Complaint Recovery.pptx
Dissatisfaction Complaint Recovery.pptxDissatisfaction Complaint Recovery.pptx
Dissatisfaction Complaint Recovery.pptx
 
One last presentation
One last presentationOne last presentation
One last presentation
 
Salesmanship.pptx
Salesmanship.pptxSalesmanship.pptx
Salesmanship.pptx
 
basicsellingskills.pptx
basicsellingskills.pptxbasicsellingskills.pptx
basicsellingskills.pptx
 
Salesmanship personal selling v unit
Salesmanship personal selling v unitSalesmanship personal selling v unit
Salesmanship personal selling v unit
 
555
555555
555
 

Recently uploaded

Alpha Media March 2024 Buyers Guide.pptx
Alpha Media March 2024 Buyers Guide.pptxAlpha Media March 2024 Buyers Guide.pptx
Alpha Media March 2024 Buyers Guide.pptxDave McCallum
 
Social Media Marketing Portfolio - Maharsh Benday
Social Media Marketing Portfolio - Maharsh BendaySocial Media Marketing Portfolio - Maharsh Benday
Social Media Marketing Portfolio - Maharsh BendayMaharshBenday
 
Choosing the Right White Label SEO Services to Boost Your Agency's Growth.pdf
Choosing the Right White Label SEO Services to Boost Your Agency's Growth.pdfChoosing the Right White Label SEO Services to Boost Your Agency's Growth.pdf
Choosing the Right White Label SEO Services to Boost Your Agency's Growth.pdfAutus Digital
 
Busty Desi⚡Call Girls in Sector 49 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 49 Noida Escorts >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Sector 49 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 49 Noida Escorts >༒8448380779 Escort ServiceDelhi Call girls
 
Best 5 Graphics Designing Course In Chandigarh
Best 5 Graphics Designing Course In ChandigarhBest 5 Graphics Designing Course In Chandigarh
Best 5 Graphics Designing Course In Chandigarhhamitthakurdma01
 
Rise and fall of Kulula.com, an airline won consumers by different marketing ...
Rise and fall of Kulula.com, an airline won consumers by different marketing ...Rise and fall of Kulula.com, an airline won consumers by different marketing ...
Rise and fall of Kulula.com, an airline won consumers by different marketing ...ssusereaa7d9
 
Distribution Ad Platform_ The Role of Distribution Ad Network.pdf
Distribution Ad Platform_ The Role of  Distribution Ad Network.pdfDistribution Ad Platform_ The Role of  Distribution Ad Network.pdf
Distribution Ad Platform_ The Role of Distribution Ad Network.pdfTransports Advertising
 
Social media, ppt. Features, characteristics
Social media, ppt. Features, characteristicsSocial media, ppt. Features, characteristics
Social media, ppt. Features, characteristicswasim792942
 
Unlocking the Mystery of the Voynich Manuscript
Unlocking the Mystery of the Voynich ManuscriptUnlocking the Mystery of the Voynich Manuscript
Unlocking the Mystery of the Voynich Manuscriptelizabethella096
 
Discover Ardency Elite: Elevate Your Lifestyle
Discover Ardency Elite: Elevate Your LifestyleDiscover Ardency Elite: Elevate Your Lifestyle
Discover Ardency Elite: Elevate Your LifestyleMy Heart Throw Pillow
 
Unraveling the Mystery of The Circleville Letters.pptx
Unraveling the Mystery of The Circleville Letters.pptxUnraveling the Mystery of The Circleville Letters.pptx
Unraveling the Mystery of The Circleville Letters.pptxelizabethella096
 
The+State+of+Careers+In+Retention+Marketing-2.pdf
The+State+of+Careers+In+Retention+Marketing-2.pdfThe+State+of+Careers+In+Retention+Marketing-2.pdf
The+State+of+Careers+In+Retention+Marketing-2.pdfSocial Samosa
 
Enhancing Business Visibility PR Firms in San Francisco
Enhancing Business Visibility PR Firms in San FranciscoEnhancing Business Visibility PR Firms in San Francisco
Enhancing Business Visibility PR Firms in San Franciscosanfranciscoprfirms
 
personal branding kit for music business
personal branding kit for music businesspersonal branding kit for music business
personal branding kit for music businessbrjohnson6
 
Elevate Your Advertising Game: Introducing Billion Broadcaster Lift Advertising
Elevate Your Advertising Game: Introducing Billion Broadcaster Lift AdvertisingElevate Your Advertising Game: Introducing Billion Broadcaster Lift Advertising
Elevate Your Advertising Game: Introducing Billion Broadcaster Lift AdvertisingVikasYadav194549
 
[Expert Panel] New Google Shopping Ads Strategies Uncovered
[Expert Panel] New Google Shopping Ads Strategies Uncovered[Expert Panel] New Google Shopping Ads Strategies Uncovered
[Expert Panel] New Google Shopping Ads Strategies UncoveredSearch Engine Journal
 
FULL ENJOY Call Girls In Majnu.Ka.Tilla Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu.Ka.Tilla Delhi Contact Us 8377877756FULL ENJOY Call Girls In Majnu.Ka.Tilla Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu.Ka.Tilla Delhi Contact Us 8377877756dollysharma2066
 
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptxUnveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptxelizabethella096
 
Busty Desi⚡Call Girls in Sector 135 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 135 Noida Escorts >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Sector 135 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 135 Noida Escorts >༒8448380779 Escort ServiceDelhi Call girls
 

Recently uploaded (20)

Alpha Media March 2024 Buyers Guide.pptx
Alpha Media March 2024 Buyers Guide.pptxAlpha Media March 2024 Buyers Guide.pptx
Alpha Media March 2024 Buyers Guide.pptx
 
Social Media Marketing Portfolio - Maharsh Benday
Social Media Marketing Portfolio - Maharsh BendaySocial Media Marketing Portfolio - Maharsh Benday
Social Media Marketing Portfolio - Maharsh Benday
 
Choosing the Right White Label SEO Services to Boost Your Agency's Growth.pdf
Choosing the Right White Label SEO Services to Boost Your Agency's Growth.pdfChoosing the Right White Label SEO Services to Boost Your Agency's Growth.pdf
Choosing the Right White Label SEO Services to Boost Your Agency's Growth.pdf
 
Busty Desi⚡Call Girls in Sector 49 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 49 Noida Escorts >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Sector 49 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 49 Noida Escorts >༒8448380779 Escort Service
 
Best 5 Graphics Designing Course In Chandigarh
Best 5 Graphics Designing Course In ChandigarhBest 5 Graphics Designing Course In Chandigarh
Best 5 Graphics Designing Course In Chandigarh
 
Rise and fall of Kulula.com, an airline won consumers by different marketing ...
Rise and fall of Kulula.com, an airline won consumers by different marketing ...Rise and fall of Kulula.com, an airline won consumers by different marketing ...
Rise and fall of Kulula.com, an airline won consumers by different marketing ...
 
Distribution Ad Platform_ The Role of Distribution Ad Network.pdf
Distribution Ad Platform_ The Role of  Distribution Ad Network.pdfDistribution Ad Platform_ The Role of  Distribution Ad Network.pdf
Distribution Ad Platform_ The Role of Distribution Ad Network.pdf
 
Social media, ppt. Features, characteristics
Social media, ppt. Features, characteristicsSocial media, ppt. Features, characteristics
Social media, ppt. Features, characteristics
 
Unlocking the Mystery of the Voynich Manuscript
Unlocking the Mystery of the Voynich ManuscriptUnlocking the Mystery of the Voynich Manuscript
Unlocking the Mystery of the Voynich Manuscript
 
Discover Ardency Elite: Elevate Your Lifestyle
Discover Ardency Elite: Elevate Your LifestyleDiscover Ardency Elite: Elevate Your Lifestyle
Discover Ardency Elite: Elevate Your Lifestyle
 
Unraveling the Mystery of The Circleville Letters.pptx
Unraveling the Mystery of The Circleville Letters.pptxUnraveling the Mystery of The Circleville Letters.pptx
Unraveling the Mystery of The Circleville Letters.pptx
 
The+State+of+Careers+In+Retention+Marketing-2.pdf
The+State+of+Careers+In+Retention+Marketing-2.pdfThe+State+of+Careers+In+Retention+Marketing-2.pdf
The+State+of+Careers+In+Retention+Marketing-2.pdf
 
Enhancing Business Visibility PR Firms in San Francisco
Enhancing Business Visibility PR Firms in San FranciscoEnhancing Business Visibility PR Firms in San Francisco
Enhancing Business Visibility PR Firms in San Francisco
 
personal branding kit for music business
personal branding kit for music businesspersonal branding kit for music business
personal branding kit for music business
 
Elevate Your Advertising Game: Introducing Billion Broadcaster Lift Advertising
Elevate Your Advertising Game: Introducing Billion Broadcaster Lift AdvertisingElevate Your Advertising Game: Introducing Billion Broadcaster Lift Advertising
Elevate Your Advertising Game: Introducing Billion Broadcaster Lift Advertising
 
4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN
4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN
4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN
 
[Expert Panel] New Google Shopping Ads Strategies Uncovered
[Expert Panel] New Google Shopping Ads Strategies Uncovered[Expert Panel] New Google Shopping Ads Strategies Uncovered
[Expert Panel] New Google Shopping Ads Strategies Uncovered
 
FULL ENJOY Call Girls In Majnu.Ka.Tilla Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu.Ka.Tilla Delhi Contact Us 8377877756FULL ENJOY Call Girls In Majnu.Ka.Tilla Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu.Ka.Tilla Delhi Contact Us 8377877756
 
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptxUnveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx
Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx
 
Busty Desi⚡Call Girls in Sector 135 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 135 Noida Escorts >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Sector 135 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 135 Noida Escorts >༒8448380779 Escort Service
 

Advanced selling skills

  • 1. Advanced selling skills building collaborative relationship workshop
  • 2. 2 What is Selling?What is Selling? • Selling is the art of persuasion, we persuade others because we cannot force them. • We sell products, services, ideas, and we sell ourselves.
  • 3. 3 Qualifications for Success in SalesQualifications for Success in Sales • Hard Working. • Smart Working. • Emotional Maturity. • Responsiveness to Customers. • Reliability. • Personal Development.
  • 4. 4 Job description of med. Rep. 1. Job objective 2. Responsibilities  Toward customer  Toward company 3. Tasks 4. reporting
  • 5. 5 Job objectives 1. Company target 2. Company image and stratagem 3. Customer relationship management
  • 6. 6 Responsibilities A - Toward customer  Identify new customers  Increase sales to existing customer 1- Customer needs and attitude 2- Satisfying needs within company objectives 3- Probe handling of response  Good communication
  • 7. 7 Responsibility B- toward company • Sales • Promotion • Market feedback • Information security • Cost benefit
  • 8. 8 3-Tasks 1. Daily visit to complete coverage list 2. Organize group meeting to achieve objective 3. Active participation in sales meeting and training courses 4. Improve his skills and communication 5. Territory and time management of visit 6. Good uses of sample and tools
  • 9. 9 Reporting 1. Report all activity according to pre-set reporting system 2. Report should cover  Daily activity  Extraordinary events in market  Opportunities  Traveling  Market feed back  expenses
  • 10. 10 Workshop objectives  Explain what a collaborative relationship is discuss its value for med. rep. deltapharma  Explain the steps for building collaborative relationship and how each step contributes  Establish and maintain trust  Understand doctor’s perspective and use delta product
  • 11. 11 Workshop objectives  Develop and implement a selling strategy by applying core selling skills to address unique needs and perspective  Learn from each sales call and leverage the learning as appropriate
  • 12. 12 Workshop agenda  10 min Welcome and introduction  30 min Establish and maintain trust  30 min Understand and address the doctor’s perspective and need  20 min Break  30 min develop and implement a selling steps  30 min capture and leverage what you learn  1 hour role play and case study  15 min summarize  30 min launch and see video film (side effect 2008)
  • 14. 14 Product and disease knowledge Patients care knowledge The need for collaboration connecting the two doctor interaction doctor’s perspective product Research Patient doctor interaction Representive doctor interaction
  • 15. 15 In a collaborative relationship, the med. Rep. connects the two interactions by demonstrating to the doctor and medical practice staff that have common purpose Enhancing patient care and success of practice
  • 16. 16 What is collaborative relationship?  People with different roles ,objectives and perspectives  Work toward a common purpose  Based on trust and mutual understanding rather than formal requirements  Voluntarily sharing information and learning from each other  Mutually benefiting from constantly learning more about each other's objectives ,perspective ,priorities  And are respectful of each other’s time, resourses, privacy, and work objective,
  • 17. 17 Key assumption in C.R The sales representative can best achieve his selling objective by showing how his product ,knowledge ,and services can help doctor to achieve their common purpose
  • 18. 18 Benefits of C.R.  Viewed as a member of patient care team  Access to decision-makers and influencers  Each visit is part of an ongoing process of enhancing patient care through appropriate use of delta products  Building C.R. help us to achieve the deltapharma vision
  • 19. 19 Steps for building C.R. 1. Establish and maintain trust 2. Understand and address the doctor’s perspective and practice needs 3. Develop and impalement a selling steps 4. Capture and leverage what you learn
  • 20. Building collaborative relationship 1. Establish and maintain trust
  • 21. 21 What is trust? An expectation that another person or group can be relied upon
  • 22. 22 4 element of trust 1. Rapport 2. Purpose 3. Integrity 4. competence
  • 23. 23 4 element of trust 1. Rapport: an enjoyable interpersonal connection marked by harmony and comfort 2. Purpose 3. Integrity 4. competence
  • 24. 24 4 element of trust 1. Rapport 2. Purpose: why you are calling doctor. Is your purpose to help doctor and his patient or to help yourself by selling your product only? Do you share common purpose? 3. Integrity 4. competence
  • 25. 25 4 element of trust 1. Rapport 2. Purpose 3. Integrity: being truthful ,reliable, and have a keen ethical sense of right an wrong 4. competence
  • 26. 26 4 element of trust 1. Rapport 2. Purpose 3. Integrity 4. Competence: having the knowledge and skills to contribute positively to the common purpose
  • 27. Behavioral styles A tool for building trust
  • 28. 28 Steps for building C.R. 1. Establish and maintain trust  Rapport  Purpose  Integrity  competence 1. Understand and address the doctor’s perspective and practice needs 2. Develop and impalement a selling steps 3. Capture and leverage what you learn Behavioral style– is a tool to establish and maintain trust by being behaviorally flexible
  • 30. 30  High in Assert. And low in Resp.  He don not enjoy working with others.  Are swift and efficient decision maker.  Focus in the present with low concern for the past.
  • 31. 31  High in Asser. & Resp.  Warm people & intuitive.  They like personal reward& recognition.  Interested in personal relation ship.  Focus in future.  AS sales rep. demonstrate how your product will help their customers.  He prefer sales ppt. e product demonstrations & creative graphics rather than factual statements.
  • 32. 32  Low in Asser. & high in Resp.  Close relation ship is important.  Make decisions slowly & avoid risk.  They avoid conflict.  Like to pleas others **  AS sales rep. you have to build strong relation with him.  Interested in receiving guarantees about product performance  They don’t like sales people !!!!!!!!!!!!!!!  Concern with effectiveness.
  • 33. 33  Low in Asser.& Resp.  Like facts and very logic.  Suspicious in personal relation ship.  Make decisions slowly.  Systematically analyze the facts.  Using the past as indicator for the future.  AS sales rep you need to use solid evidence in presentations.  They influenced by sales ppt. that recognize their technical expertise.
  • 34. 34  Prospecting  Pre-approach  Approach  Presentation  Close  Follow UP
  • 35. 35 Stages of the product adoption process knowledgeawareness trial Limited use Brand of choice advocacy The doctor is aware of your product, but has not been motivated to become knowledgeable about it Goal Increase the doctor's knowledge regarding your product The doctor has the knowledge necessary to use your product, but is happy with current therapy Goal Get a trial of your product The doctor has prescribed your product for a few patient ,but has not decided to make it a regular part of his practice Goal Convert the trial into continued use with some patient The doctor has decided to use your product in certain patents but use competing products as much or more Goal Expanding use with new patient or indication The doctor is using your product almost for appropriate patents because his believe the product is superior to its competitors Goal Attract the doctor to advocate your product at same level The doctor is convinced of your product value and is willing to be an advocate for the product with his peers Goal Keep the doctor loyal to your products
  • 36. 36 Link between prescribing and selling process Probe Reinforcing Benefits Recipient Handling of Response Make decision Introduction Ask question to decision Gathering product information Show need& attitude Close Follow upNo. of prescriptions
  • 37. 37 Why Do Buyer Object ? A) Negative psychological factors B) Desire to get rid of representative C) No money D) Do not need product or service E) No recognition of need F) Need more information G) Value does not exceed cost
  • 38. 38 2 – Common Objections A) Acting Now B) Misunderstanding C) Price D) Product E) Service F) Company G) M.R
  • 39. 39 A Suggested Plan For Handling Objection 1) Listen carefully, don’t interrupt – let prospect talk 2) Repeat the prospect’s objection : a) Make sure that the objection is understood b) Ask questions to clarify objections and think before answer 3) Evaluate the objection and classify as real objections or excuses 4) 4) Decide on the methods or techniques to use in answering the objection 5) Get commitment from prospects that the objection has been answered 6) Close immediately after answering the objection to satisfaction of the prospect
  • 40. 40 Effective Methods and Techniques For Handling Objection 1) Relax and listen – Do not interrupt 2) Agree and counter (Yes, but…) 3) Turn objections into reasons for buying (Boomerang) 4) Ask Why or specific questions 5) Admit valid objections 6) Postpone the answer 7) Denial Method : a) Direct b) Indirect
  • 41. 41 Dealing with negatives (resistance) 1. Misconceptions 2. Real objections 3. Lack of interest 4. skepticism
  • 42. 42 Misconceptions negative assumption about your product -lack of information- 1. Probe to clarify the customer concern 2. Tactfully provide the correct information to resolve the misconception 3. Emphasize the positive information
  • 43. 43 Real objections shortcoming or disadvantage of your product 1. Probe to clarify customer concern 2. Acknowledge customer concern 3. Reduce impact of shortcoming on customer 4. Emphasize the benefit of your product
  • 44. 44 Lack of interest satisfaction with a competing product 1. Use series of close probing to uncover need 2. Turn an area of dissatisfaction with the competing drug into an area of need for your product 3. Close probe to confirm clear need
  • 45. 45 Skepticism disbelief your product benefits 1. Emphasize the benefit in question 2. Prove the benefit 3. Explain the benefit
  • 46. 46 Preparation ? Required To Answer Objections. 1) Develop a positive attitude 2) Anticipate specific objection 3) Forestall objection (Act Before) 4) Evaluate objection : True or Excuse 5) Time of answer
  • 47. 47 Selling BenefitsSelling Benefits “ People are never ready to buy just a product or a service for being good or innovative, they are always ready to buy solutions for their own problems” F A B FeatureFeature AdvantageAdvantage BenefitBenefit
  • 49. 49 F A BF A B Feature: A fact about the product or service or one of its specifications. Action or Advantage: What a product does, How it works/acts, or What makes it different. Benefit: How does the customer gain or what is the product ultimately does for the customer.
  • 50. 50 Buyer’s MotivesBuyer’s Motives • Health, Comfort, Convenience. • Safety, Assurance, Stability, Performance, Economy. • Acceptance, Attention, Ease, Pleasure, Image, Praise. • Pride, Prestige, Confidence, Recognition. • Creativity, Growth, Importance, Independence, Freedom … etc.
  • 51. 51 “Time is the scarcest resource,Time is the scarcest resource, and unless it is managed,and unless it is managed, nothing else can be managed”nothing else can be managed” How Do Medical Representatives use their working-time?How Do Medical Representatives use their working-time? 25% 46% 13% 3% 13% Travelling Waiting Calling on Customers Administrative work Personal
  • 52.
  • 53. 53 Definition: “A close is a question, or action by the salesperson designed to secure an order from the prospect.” Sales rep earns close by establishing 2-way relationship with prospect, discovering problems, & demonstrating problem resolution.
  • 54. 54 Don’t depend on prospect to take the initiative Statistics: in 20% of cases prospect closes on own, in 20% sales rep attempts to close, in 60% no effort and no sale! Why Salespeople Don’t Close? Fear of Rejection! Need to think, “The worst that can happen is that I attempt close and physician says ‘No’. Since I lose anyway by not asking, things can only improve by trying
  • 55. 55 Don’t close when prospects disinterested, confused, not ready to act. Close with verbal indications: Prospect agrees to value of benefit Prospect accepts response to objection Prolonged silence Positive verbal indication (e.g.“ Sounds good”; How should I pay?,” etc.). Close with Nonverbal indication of interest: Reexamining product Starting to figure with pencil or calculator such as nodding one’s head, leaning forward
  • 56. 56 Question designed to reveal prospects’ impressions without forcing a yes-or-no decision Open question, “Do you have any other questions?” If “no”, close Pave-the-way question, “Is there a reason besides Product price that would prevent you from prescribing?” If not, then Handle price objection and close
  • 57. Ask directly for the Commitment Direct close valuable for prospects who like to make their own decision, like Drivers •“Can we see desa on your Patients prescriptions?” Yes
  • 58. 58 Med. rep presents benefits in summary form Valuable where presentation has occurred over several sales calls To build momentum, start with benefits with which prospect has shown most interest For Drivers & Analytical Delpanto relief dyspepsia ,no drug interaction,,,so how many patients will gain delpanto from you? I’ll prescribe delpanto for The first patient who needs it.
  • 59. 59 Med. .rep asks questions designed to be answered in yes. Idea is that “Yes” becomes habit Based in psychological principle of consistency Most appropriate for Amiable, not Drivers who prefer making own decisions Yes Would you prescribe delpanto as pantoprazol 20 mg Yes I will.
  • 60. 60  Assumes agreement already reached  In contrast to other closes, where prospects have to take positive action,  Useful for indecisive types (e.g. Amiable& Analytical, to lesser extent) haw may box of delpanto we can Provide in the pharmacies near to you? Put 10 boxes in Rhama pharmacy
  • 61. 61 Was my objectives smart ? Was my objectives achieved ? Why , why not ? What is my next call objectives ? What is my next call plan?
  • 63. 63 SUMMARY  Handling objections successfully is vital part of a sales person’s responsibility  Objection are to be expected, even welcomed and handled with skills and empathy  A well answered objection provide excellent opportunity to close  A plan should be developed so nothing is left to chance. Best Regards, DR Haitham Hekal
  • 64. 64
  • 65. 65
  • 66. 66
  • 67. 67
  • 68. 68