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Selling skills
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- 3. What is Selling Peaceof Mind to The Customer by Offering Services www.seas9.com
- 4. What is Selling Gettingsomeone to do, what you want them to do, the way they want to do it, well and willingly www.seas9.com
- 5. Pharma Selling isDifferent • Prescriber / Buyer is an expert. • More balanced presentation is needed which should match with customer’s motive • Customer is not the end user • Repeat visits are needed www.seas9.com
- 6. Customer Motives (General,Product Related) Efficacy of the Product Economy of the Product Compliance in Dosage Safety of the Product Taste of the Product www.seas9.com
- 7. Steps of SalesCall Prospecting Preparation Approach Presentation Objection Handling Closing Post Call Analysis 3 2 5 4 1 6 7 www.seas9.com
- 8. Prospecting Prospecting is theprocess of locating potential customer for product or service. Effective prospecting is possible through chemist Ask question from the chemist WHO, WHEN, WHAT (3 Ws) www.seas9.com
- 9. Preparations Self Preparation WellDress Well Equipped Clean Bag Polished Shoes Avoid Smoking No. Mobile Phone (During Call) Bag Preparation o Folder in proper Order & Qty o Sample in proper Order & Qty o Gifts in well positioned o No Wastage www.seas9.com
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- 11. What is inthe doctors mind Your Dr. will want answer to these 5 question about your product What is it ? ( Brand & Generic name) What does it do? What does the mean to me and my Patients? Who say so ? Can you prove it ? www.seas9.com
- 12. 3 Master pieceof TM Job • Preparation (Before the Job) • Presentation (During the Job) • Follow – up ( After the Job) www.seas9.com
- 13. Preparation (Pre –Presentation) • Success is lot of preparation and little bit of talent • The TM who is well prepared Know his Product & Doctor Follow the strategy to achieve target www.seas9.com
- 14. Preparation Good Knowledge ofyour Product Disease Doctors Competitors Give you Confidence & increase your Efficiency www.seas9.com
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- 16. Presentation The crucial momentof Job You have few minutes to convince the Dr. You must be well prepared before call www.seas9.com
- 17. Presentation There is nothingso inspiring as confidence A TM without Enthusiasm is like a car without an engine www.seas9.com
- 18. Objection Handling A tactfulTM Look Confident Well Observe & Listen Understand Never Try to be Funny Reply
- 19. Buying Signals Nodding HandsStorking Chin Open Hand Gesture Showing the product to others Looking samples again & again Judging display of the product Looking at stock on shelves Asking about company
- 20. Final part ofpresentation means asking for Rx. or commitment to prescribe Good closing good business Closing www.seas9.com
- 21. Follow up Follow upis the key factor to improve The effectiveness of your Presentation Post Presentation Action www.seas9.com
- 22. Characteristic's of SalesPerson High level of self confidence Acceptance of full responsibilities of their results and considering themselves as being self employed Above average ambitious and desire to sell Intensely goal oriented www.seas9.com
- 23. Characteristic's of SalesPerson Above average will power Ability to turn strangers into friends Determination and willingness to smart & hard work Belief in themselves, their product & their company www.seas9.com
- 24. Key of Success TheSuccessful Representative Cares Customers & Products www.seas9.com
- 25. Post Call Analysis •Check your today's ach. verses your plan • If No. of calls are less how effectively improve • If No. of prescriptions are less how to increase • If make commitment with Dr. how soon to fulfill it • Review of prospecting (After 6 months) www.seas9.com
- 26. Company Believes Skillful& Well organized TM Part of Professional & Wining team Believes on result gain by best of your efforts in right direction All of you are asset of the company Create real & remarkable difference among the professionals Set an example for other colleagues Your carrier growth www.seas9.com
- 27. Free for everyone “ No matter how poor you are, hard work Is free …. It costs nothing ….. And the payment is priceless Self – satisfaction “ www.seas9.com
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