This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
I presented an hour session on overcoming objections at Richard Mulvey's Power Series in Cape Town (21 April), Durban (22 April 2015) and Johannesburg (23 April 2015).
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Q4 Survival Guide: How to Turn Objections into CommissionSales Hacker
What’s the biggest blocker from closing Q4 deals?
How you handle objections.
World-class sales people are masterful when it comes to handling objections, but most sellers lose deals by falling short.
After analyzing 10M+ sales conversations, Gong shared to us how to overcome objections that turns uncertainty into revenue – and it’s all backed by data.
The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
Communication skills for sales representative is the core quality that’s going to make his or her career or break it. Here are a few tips that can help you. #SellWell #Marketing #Business #Coaching #MasterCoachSathya #bangalore #bengaluru #kannada #Success #startup #startupindia #dream #Enterpreneur #futureready #liveformore #idecide Sathyanaraya V R
I presented an hour session on overcoming objections at Richard Mulvey's Power Series in Cape Town (21 April), Durban (22 April 2015) and Johannesburg (23 April 2015).
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Q4 Survival Guide: How to Turn Objections into CommissionSales Hacker
What’s the biggest blocker from closing Q4 deals?
How you handle objections.
World-class sales people are masterful when it comes to handling objections, but most sellers lose deals by falling short.
After analyzing 10M+ sales conversations, Gong shared to us how to overcome objections that turns uncertainty into revenue – and it’s all backed by data.
The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
Communication skills for sales representative is the core quality that’s going to make his or her career or break it. Here are a few tips that can help you. #SellWell #Marketing #Business #Coaching #MasterCoachSathya #bangalore #bengaluru #kannada #Success #startup #startupindia #dream #Enterpreneur #futureready #liveformore #idecide Sathyanaraya V R
Ppt. integrasi nasional dari kelompok 2 prodi pend. BK UNSRIReni H_dika BK
pancasila harus diamalkan dan diterapkan dalam kehidupan berbangsa dan bernegara, integrasi nasional merupakan salah satu kegunaan dari pancasila itu sendiri
An analytical, process-based approach to selling that focuses on understanding the specifics of customer behavior and then uses that knowledge to leverage future activity.
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
We are a different kind of company. Based on the now infamous Netflix Culture Document, Grace has released a version with our vision. We hope this document will excite and challenge you.
Caitlin shares with Product Anonymous how Seek have been working with Teresa Torres to improve their product management practice with continuous discovery + use of Opportunity tree's.
Jim Ninivaggi, Sales Enablement Research Director at Sirius Decisions and Henry Schuck, DiscoverOrg Co-founder and CEO will discuss the top issues getting in the way of sales effectiveness for sales teams today including
- Engineering value from the first call
- Understanding your buyer
- Leveraging opportunities to disrupt the status quo
Sales 101 Ask For the Order and Increase your Win Rates John Leonardelli
Sales 101: Ask for the Order and Increase Your Win Rates with bonus content
Many sales people do a great job providing pricing and presenting a solution but many times they forget to Ask for th Order!
To understand psychology in selling, buying decision process and buying situations
To learn communication skills, sales knowledge, and sales related marketing policies
To understand personal selling process
To learn about negotiation
2010 BDPA Natl Tech Conf Presentation Turning A Business Crisis Into A Reve...MJD Management Group
The workshop provides the audience with the opportunity to learn how to successfully resolve customer crises and how to position to facilitate sales after the crisis situation has been resolved.
Easier, Faster, Better. Effective Sales Enablement for Maximum ResultsVeelo
Highlights of this presentation include six quick sales enablement health check questions to evaluate if your team is focused on the right stuff. Lessons learned and experiences shared by Northwest Evaluation Association, a national nonprofit with over 100 direct sales and 4000 partners.
The Value of Developing Relationships in SellingJames Muir
Presentation given in 2012 to the NextGen Healthcare national sales force. On the value of developing relationships and genuinely providing value for clients.
3. Dermik Integrity Selling 12/05 3
Goals &
Expectations
• What are your expectations?
• What challenges do you face in the
field?
• What skills would you like to improve?
4. Dermik Integrity Selling 12/05 4
Values and Beliefs
• Customer Needs Focused
• Strong Values and Ethics
• Ties to sanofi - aventis Values
5. Dermik Integrity Selling 12/05 5
4 Traits of a
Successful Sales Rep
1. Goal Clarity
2. Achievement Drive
3. Emotional Intelligence
4. Social Skills
8. Dermik Integrity Selling 12/05 8
Sales Congruence
and Social Styles
• Understand Sales Congruence.
• Strengthen understanding of
Social Styles.
• Introduce AID,Inc.®
Objectives:
9. Dermik Integrity Selling 12/05 9
View
Of
Selling
Values Belief
In
Product
Commitment
to
Activities
View
Of
Abilities
TM
Sales Congruence
10. Dermik Integrity Selling 12/05 10
DriverAnalytical
Amiable Expressive
TM
TRACOM and Social Style Modelsm
are
Trademarks of the TRACOM Corporation
Social Styles
TELLASK
EMOTE
CONTROL
11. Dermik Integrity Selling 12/05 11
The AID Inc.®
System
Approach
Interview
Demonstrate
Val-I-date
Negotiate
Close
12. Dermik Integrity Selling 12/05 12
AID, Inc.®
–
‘SKILL’ Selling
Model
AID,Inc. PHARMA AESTHETICS
A pproach Opening Statement Focus
I nterview Probe Assess
D emonstrate Features Collaborate
I val-I-date Benefits Collaborate
N egotiate Objection Handling Collaborate
C lose Close Execute
15. Dermik Integrity Selling 12/05 15
Planning &
Approaching
• Discuss the importance of Pre-Call
Planning.
• Learn more about gaining rapport
when we approach people.
• Discuss how to approach different
Social Styles.
Objectives:
16. Dermik Integrity Selling 12/05 16
“Failing to plan is
planning to fail.”
Victor Hugo
- French author
17. Dermik Integrity Selling 12/05 17
Planning
• AID,Inc.®
and Social Styles can be used
for everyone in the total office call.
• Many times we forget to leverage our
relationships with office staff staff as a
resource of information.
Total Office Call:
18. Dermik Integrity Selling 12/05 18
Planning
Examples of information sources:
- physician-level data
- office staff
Other sources of information?
Benefits of Profiling Practice or Account:
19. Dermik Integrity Selling 12/05 19
Planning
• If we want to cut down a tree, it helps
to sharpen the saw. That’s what
Pre-Call Planning does prior to each
physician interaction.
• How has Pre-Call Planning improved
your call effectiveness?
Pre-Call Planning:
20. Dermik Integrity Selling 12/05 20
Approach
Action Guides™
1. Establish rapport by tuning the world out and
the customer in.
2. Put them at ease and make them feel
important.
3. Get them talking about themselves, their
patients and practice.
4. Hold eye contact and listen to how they feel.
21. Dermik Integrity Selling 12/05 21
Communication
Effectiveness
Words _______
Tone of voice _______
Body Language _______
100%
Dr. Albert Mehrabian, UCLA
24. Dermik Integrity Selling 12/05 24
Interviewing to
Understand Needs
• Understand the importance of the Interview.
• Learn how to ask questions that engage
the physician in meaningful dialogue.
• See how good interview questions
can extend the call & increase sales.
Objectives:
25. Dermik Integrity Selling 12/05 25
Interview
• Put them at ease
• Get them talking and you listening
• Discover their own wants or needs
• Continue dialogue from the previous calls
• Get them to “sell” themselves
26. Dermik Integrity Selling 12/05 26
Three Kinds
of Calls
1. Stand-up call
2. Sit-down appointment
3. Luncheon or group meeting
27. Dermik Integrity Selling 12/05 27
Interview
Action Guides™
1. Ask questions that gather information or engage the
physician in meaningful dialogue.
2. Listen without interrupting, paraphrase key points – if
appropriate, take notes.
3. Identify dominant wants or needs and get agreement.
4. Assure physicians that you want to help them and their
patients enjoy the most value.
31. Dermik Integrity Selling 12/05 31
Welcome
To
Day 2-
Integrity Selling
Integrity Selling®
is a registered trademark of Integrity Systems, Inc.
32. Dermik Integrity Selling 12/05 32
Agenda
• Introduction
• Social Styles Review
• Demonstrate and Validate
• Negotiate
• Close
• Effective Pre and Post Call
Planning
35. Dermik Integrity Selling 12/05 35
How to Demonstrate
and Validate
• Demonstrate the benefits of your products.
• Use “check-in” questions to create a dialogue.
• Validate to cause people to believe your claims.
• Translate product features into value.
Objectives:
36. Dermik Integrity Selling 12/05 36
Demonstrating
Solutions
• The purpose of the Demonstration is to
show how your products satisfy needs.
• Using your visual aid and clinical data on
every call increases sales effectiveness.
• An effective demonstration is a 50-50
activity.
• Be sure to get feedback during your
demonstration and listen carefully.
37. Dermik Integrity Selling 12/05 37
Dem/Validate
Action Guides™
1. Repeat the dominant wants or needs that have been
admitted.
2. Show and tell how your product will fill needs, solve
problems and create value.
3. Discuss product features in terms of end-result
benefits for the disease state or patient type.
4. Share evidence on safety, efficacy, comparative data
and dosing – ask for the physician’s reactions,
feelings or opinions.
39. Dermik Integrity Selling 12/05 39
“Check In Questions”
And
“Phrases to Validate”
Translating Features into
Benefits and
HOW DO YOU VALIDATE?
40. Dermik Integrity Selling 12/05 40
“Check-In”
Questions
• Gets the customer to provide an
opinion
• Keeps the customer engaged in the
discussion
• Allows us to listen
41. Dermik Integrity Selling 12/05 41
Validation
VALIDATION
A I D I I N C
Pre-Call
Planning
Post-Call
Notes
42. Dermik Integrity Selling 12/05 42
Validation
• Validating is what you say or do to cause people
to believe your claims
• Not a separate step – it happens throughout
the call continuum
• Validate yourself, your product and sanofi-aventis
• Clinical data can be especially important when
validating
43. Dermik Integrity Selling 12/05 43
Validation
Six Magic Words
• “What this means to you is…”
• “What this means to your patient
is…”
45. Dermik Integrity Selling 12/05 45
Negotiation
Negotiation: Working out the concerns that
keep physicians from prescribing – when
they want to prescribe your product.
1. Physician is making excuses or giving
you a “smokescreen”
2. Physician wants to prescribe but has
legitimate concerns
47. Dermik Integrity Selling 12/05 47
Negotiating Problems &
Objections
• Learn to use trial-closing questions.
• Discuss common objections and how
to solve them.
• Review and apply the C-P-R system
to work through objections.
Objectives:
48. Dermik Integrity Selling 12/05 48
Negotiate
Action Guides™
1. Ask trial-closing questions to find out if there
are any concerns or objections If there are
none, move to the Close.
2. Welcome and understand objections.
3. Identify and isolate specific objections.
4. Discuss possible solutions – ask for the
customer’s opinions for best solutions.
53. Dermik Integrity Selling 12/05 53
How to Close
• Discuss why people don’t close.
• Learn to identify buying signals.
• Write closing questions that gain
commitment to action.
Objectives:
54. Dermik Integrity Selling 12/05 54
How to Close
Closing is simply asking for a
decision – at the right time.
It’s a natural action when you’ve:
- Established trust and rapport
- Identified dominant wants or needs
- Demonstrated benefits that satisfy needs
- Caused physicians to believe your claims
- Worked through any problems
Key Points:
55. Dermik Integrity Selling 12/05 55
Close
Action Guides™
1. Restate how your product benefits outweigh
challenges or concerns.
2. Be responsive to buying signals.
3. Ask for an actionable next step using direct,
concise questions.
4. Hold physicians accountable for
commitments they make.
57. Dermik Integrity Selling 12/05 57
How to Close
• Closing questions ask for a decision
and commitment to action.
• Use direct, specific language when
asking closing questions.
58. Dermik Integrity Selling 12/05 58
Knowing When Your
Close is Successful
• Their concerns have been successfully
worked through.
• They understand how the benefits of your
product will outweigh any objections or
concerns.
• They want to prescribe your product for
their patients.
• They agree to take the appropriate closing action.
59. Dermik Integrity Selling 12/05 59
Bridging
Look for creative ways to bridge
to your next product.
60. Dermik Integrity Selling 12/05 60
Pre-Call Planning
Post-Call Analysis
TerritoryManagement
KnowledgeExpertise
AID,Inc.®
is a
registered trademark of
Integrity Systems, Inc.
63. Dermik Integrity Selling 12/05 63
Pre-Call Planning &
Post-Call Analysis
• Understand the importance of Pre-
Call Planning & Post-Call Analysis.
• Learn how to use a simple Pre-Call
form.
• Practice applying AID,Inc.®
in planning
and call analysis.
Objectives:
64. Dermik Integrity Selling 12/05 64
Planning
Action Guides™
1. Review quantitative and qualitative information within
Quest to form a strategy before every customer
interaction.
2. Set a primary and backup objective for every call.
3. Conduct a self-assessment immediately following your
time with the customer.
4. Enter professional call notes in the Quest system.
65. Dermik Integrity Selling 12/05 65
Follow-Up Course
1. Setting the Stage for Success
2. Approach
3. Interview
4. Demonstrate
5. Validate
6. Negotiate
7. Close
8. Graduation
Weekly Topics:
