This document discusses selling skills for pharmaceutical representatives. It outlines the steps of a sales call which include prospecting, preparation, approach, presentation, objection handling, closing, and post-call analysis. Preparation is key and involves knowing the product, disease, doctors, and competitors. During a presentation, representatives have a few minutes to convince doctors of a product's efficacy, safety, and benefits for patients. Representatives should address doctors' questions confidently and look for buying signals like nodding or re-examining samples. Follow-up is also important to improve the effectiveness of the presentation and fulfill any commitments made to doctors.
Advanced selling skills building collaborative relationship
Selling is the art of persuasion, we persuade others because we cannot force them.
We sell products, services, ideas, and we sell ourselves.
Hard Working.
Smart Working.
Emotional Maturity.
Responsiveness to Customers.
Reliability.
Personal Development
Over the past 12 years, I've had in-depth conversations with more than 25 sales gurus, as well as hundreds of sales professionals and managers. Based on that experience, I have concluded that there are eight–and only eight–truly essential sales skills.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
Advanced selling skills building collaborative relationship
Selling is the art of persuasion, we persuade others because we cannot force them.
We sell products, services, ideas, and we sell ourselves.
Hard Working.
Smart Working.
Emotional Maturity.
Responsiveness to Customers.
Reliability.
Personal Development
Over the past 12 years, I've had in-depth conversations with more than 25 sales gurus, as well as hundreds of sales professionals and managers. Based on that experience, I have concluded that there are eight–and only eight–truly essential sales skills.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
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.
Most companies only consider their customers rational behavior, however, the key to successful value-based selling is understanding the difference between what people say they want – their explicit wants, such as lower prices - and what they are implicitly asking for, which could be recognition that they’re important, want genuine dialogue and feel the need to be taken seriously. Emotional understanding goes beyond the obvious explicit requests.
The value that customers perceive they are getting from your company therefore depends not only on their rational analysis of the product or service but also on their emotional response (“How will this make me feel?”) and their social response (“How will it make me look?” - “What will others think of me?”).
4. What is Selling
Getting someone to do, what you
want them to do, the way they want
to do it, well and willingly
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5. Pharma Selling is Different
• 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
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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
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8. Prospecting
Prospecting is the process of locating potential
customer for product or service.
Effective prospecting is possible through
chemist
Ask question from the chemist WHO, WHEN,
WHAT (3 Ws)
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9. Preparations
Self Preparation
Well Dress
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
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11. What is in the 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 ?
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12. 3 Master piece of TM Job
• Preparation (Before the Job)
• Presentation (During the Job)
• Follow – up ( After the Job)
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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
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14. Preparation
Good Knowledge of your
Product
Disease
Doctors
Competitors
Give you
Confidence & increase your Efficiency
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19. Buying Signals
Nodding Hands Storking 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 of presentation means
asking for Rx. or commitment
to prescribe
Good closing good business
Closing
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21. Follow up
Follow up is the key factor to improve
The effectiveness of your
Presentation
Post Presentation Action
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22. Characteristic's of Sales Person
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
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23. Characteristic's of Sales Person
Above average will power
Ability to turn strangers into friends
Determination and willingness to smart & hard
work
Belief in themselves, their product & their company
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24. Key of Success
The Successful Representative
Cares
Customers
&
Products
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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)
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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
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27. Free for every one
“ No matter how poor you are, hard work
Is free …. It costs nothing …..
And the payment is priceless
Self – satisfaction “
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