This document provides an agenda and overview for a pharmaceutical sales training. It covers key selling concepts and steps including defining the customer's needs, presenting product benefits, handling objections, discussing price, and closing the sale. The 7 basic selling steps are outlined as 1) pre-call planning, 2) opening, 3) questioning, 4) presentation, 5) handling objections, 6) closing, and 7) post-call analysis. Key frameworks like DAPA (define, accept, prove, accept) and techniques like the funnel method and sandwich method for discussing price are also summarized. The overall aim is to develop an effective sales approach to create success for pharmaceutical brands.

1. PharmaceuticalSellingskills

2. Agenda Aim

3. What Is Selling?

4. Philosophy of Selling

5. The 7 basic selling steps

6. Objectives of Greeting and Opening

7. Asking Questions

8. The Funnel Technique

9. DAPA Method of Selling

10. Significance of DAPA

11. Presenting the benefits of the Product

12. Handling Objections

13. Selling the Price

14. Closing A SaleAIM To Create an Outstanding Success for Your Brands

15. Understand in depth, the role of Sales Team

16. Develop a Framework for an Effective Sales ApproachWhat Is Selling ?To satisfy a Need / Want with your product for Mutual Benefits.To Identify / Generate / Influence a Need / Want.

17. Philosophy Of Sellingselling = motivatingdoctor’s commitmentMedical RepDOCTORAll good reasons why a doctor should prescribe your productAll the things that a doctor has to give upBY ASKING

18. The 7 Basic Selling Steps

19. 1. Pre call planningThe 7 Basic Selling StepsIdentifying the right doctorsTargetingReview last call

20. Objective selling: S.M.A.R.T = Specific, Measurable, Achievable, Realistic, Time bound

21. Plan the call: objectives, promotional materials, sequence of detailingCall preparationProjecting the right company imagePosture, Facial Expressions, Dressing & Grooming

22. Observe different things

23. No. of patients, sex, age, economic status

24. Patients information charts, competitors promotional material, give aways, dr’sinterests, prescribing habitsUtilize waiting time

25. 2. OpeningThe 7 Basic Selling StepsOpening is the skill of capturing the doctor’s attention and focusing the sales call. Greeting

26. Rapport building

27. Purpose of call

28. Initiating business discussionSteps of opening:Need/Benefit opening:

29. Identify a known or presumed need

30. Offer a product feature & benefit to satisfy that need.

31. Opening as a question

32. Stimulating opening Types of opening:

33. 3. QuestioningThe 7 Basic Selling StepsQuestioning is used for the purpose of gaining informationto use in the sales call.

34. Start with open questions and then move to close questions.

35. Invites an extended doctor response

36. Start with What, When, Why, Where, Who & HowOpen Questioning: Closed Questioning: Invites a “Yes” or “No” reply from the doctor

37. Start with Do, Will, Is, ShouldChoice Questioning:Give doctor two or more positive options in order to rule out a negative “No” response.3. QuestioningThe 7 Basic Selling StepsQuestioning is used for the purpose of gaining informationto use in the sales call.

38. Start with open questions and then move to close questions.

39. Benefit is presented in the form of a statement supported by a Feature and followed by a Closed QuestionBenefit Tag Questioning:Tag On Questioning:Tag on questions are used when doctor makes a positive statement which you want to reinforce.The 7 Basic Selling StepsPresentation is zeroing on the doctor’s identified Needs/Wants with appropriate Product Features and Benefits.4. PresentationSit up straight in front of the doctor

40. Look confident and speak with enthusiasm.

41. Hold the Detail Aid in front and use a pen to focus doctors attention

42. Don’t look at the Detail Aid, look at the doctor. Observe his/her actions.

43. If interrupted, do a brief recap before continuing

44. Don’t be distracted by surroundings During Presentation:

45. The 7 Basic Selling StepsCan be question, comment or query.

46. Shows interest of the doctor in your product.5. Handling objectionsAn incorrect negative perception because of misinformation.

47. To handle this provide the right information.Misunderstanding:A doctor’s doubt that your product can actually deliver the stated benefit.