Integrity selling

Dermik Integrity Selling 12/05 1
Welcome
To
Integrity Selling®
Integrity Selling®
is a registered trademark of Integrity Systems, Inc.

Agenda
• Introduction
• Sales Congruence & Social Styles
• Planning Calls & Approach
• Interview

Goals &
Expectations
• What are your expectations?
• What challenges do you face in the
field?
• What skills would you like to improve?

Values and Beliefs
• Customer Needs Focused
• Strong Values and Ethics
• Ties to sanofi - aventis Values

4 Traits of a
Successful Sales Rep
1. Goal Clarity
2. Achievement Drive
3. Emotional Intelligence
4. Social Skills

Selling Profiles
• Presenter
• Seller
• Relational
• Professional

Sales Congruence
and
Social Stylessm

Sales Congruence
and Social Styles
• Understand Sales Congruence.
• Strengthen understanding of
Social Styles.
• Introduce AID,Inc.®
Objectives:

View
Of
Selling
Values Belief
In
Product
Commitment
to
Activities
View
Of
Abilities
TM
Sales Congruence

DriverAnalytical
Amiable Expressive
TM
TRACOM and Social Style Modelsm
are
Trademarks of the TRACOM Corporation
Social Styles
TELLASK
EMOTE
CONTROL

The AID Inc.®
System
Approach
Interview
Demonstrate
Val-I-date
Negotiate
Close

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

BREAK
3:00-3:15

Planning Your Calls
and
Approaching
Customers

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:

“Failing to plan is
planning to fail.”
Victor Hugo
- French author

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:

Planning
Examples of information sources:
- physician-level data
- office staff
Other sources of information?
Benefits of Profiling Practice or Account:

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:

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.

Communication
Effectiveness
Words _______
Tone of voice _______
Body Language _______
100%
Dr. Albert Mehrabian, UCLA

Approach
Video

Interviewing To
Understand Physician
and Patient Needs

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:

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

Three Kinds
of Calls
1. Stand-up call
2. Sit-down appointment
3. Luncheon or group meeting

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.

Interview
Video

One Way
vs.
Two Way
Questions
Importance of
Interview Questions

End of Day 1
What Did You Learn?

Welcome
To
Day 2-
Integrity Selling
Integrity Selling®
is a registered trademark of Integrity Systems, Inc.

Agenda
• Introduction
• Social Styles Review
• Demonstrate and Validate
• Negotiate
• Close
• Effective Pre and Post Call
Planning

Social Styles
Video

How to Demonstrate
and Validate What
You’re Selling

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:

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.

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.

Demonstrate-
Validate
Video

“Check In Questions”
And
“Phrases to Validate”
Translating Features into
Benefits and
HOW DO YOU VALIDATE?

“Check-In”
Questions
• Gets the customer to provide an
opinion
• Keeps the customer engaged in the
discussion
• Allows us to listen

Validation
VALIDATION
A I D I I N C
Pre-Call
Planning
Post-Call
Notes

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

Validation
Six Magic Words
• “What this means to you is…”
• “What this means to your patient
is…”

BREAK
10:00-10:20

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

How to Negotiate
Problems and
Objections

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:

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.

Negotiate
Video

Trial-Closing
Questions
TRIAL CLOSING QUESTIONS
Ask for opinions or responses
rather than decisions.

C-P-R
CUSHION
PROBE
RESPOND

How to
Close Sales

How to Close
• Discuss why people don’t close.
• Learn to identify buying signals.
• Write closing questions that gain
commitment to action.
Objectives:

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:

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.

Close
Video

How to Close
• Closing questions ask for a decision
and commitment to action.
• Use direct, specific language when
asking closing questions.

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.

Bridging
Look for creative ways to bridge
to your next product.

Pre-Call Planning
Post-Call Analysis
TerritoryManagement
KnowledgeExpertise
AID,Inc.®
is a
registered trademark of
Integrity Systems, Inc.

Effective
Pre-Call Planning
and
Post-Call Analysis

Pre-Call Planning &
Post-Call Analysis
Knowledge Expertise
+ Territory Management
+ Pre-Call Planning & Post-Call Analysis
+ Persuasive Ability
X Achievement Drive
= SALES SUCCESS
Sales Success Equation:

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:

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.

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:

Benefits
You
Will Receive

Thank
You!

Integrity selling

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