This document provides guidance for sales representatives on conducting effective pharmacy visits and doctor visits. It outlines the key steps in pre-call planning, conducting the sales call, and following up after the call. Some of the most important parts of the sales process highlighted include developing rapport with decision-makers, understanding customer needs, presenting product benefits to address those needs, handling objections, and asking for the sale. Effective communication skills, from active listening to qualifying the size of the potential order, are also emphasized.

4. Facilitator

5. Selling Skills
“Use it or lose it”

6. Pre day checklist
• Start a night before the next working day
 Review your Tomorrow’s Plan
 Prioritize your doctors according to your plan
 Set your bag
 Set your dress (Shirt, Trousers, Tie, Shoes)
 Vehicle should be in OK condition
 Dr’s list with codes should be updated
 WCP should be updated and properly plotted.
Contact Point
Always reach your contact point a little before
designated time.

7. Pharmacy feed back
Chemist visit plays pivotal role in
completion of a successful sales
process and it’s significance can never
be overstated.
 Enquire about the movement of products
on promotion(quantify)like how many
packs/week?
 Prescriber & non-prescriber’s name
 Performance of major competitors
(quantify)
 Ask about the stock position & make sure
that FIFO status is maintained.

8.  Know the decision maker.
 Developing good rapport with him.
 Know the buying capacity of a pharmacy.
 Best time to call pharmacy.
 Secure order if offered and ensure their
execution through dealer .e.g. Personally call
the dealer and request for a prompt
availability
Components of an effective
Pharmacy visit

9. Pre-Call Sales Call Post Call

10. Pre-Call Sales Call Post Call
 Profile the customer
 Set an objective for the call
 Select Wow Opening and core message
 Select documentation/support material

11. Meet &
Greet the
doctor
Identify the
need of the
doctor
Match the
benefits of
product with
need
Handle
objection of
doctor
Closing and
commitment
Activities in the
Doctors chamber

12. Step-1, Meet & Greet the Doctor
 Approach the prospect
confidently with a smile.
 Offer a handshake
 Be sensitive to those who may
not want to shake hands
 Introduce yourself slowly and
clearly, say your full name and
company represented.

13. Step-1, Meet & Greet the Doctor
 Maintain eye contact.
 Hand them your business card.
 Pronounce the prospects name correctly.
 Use courtesy remarks in speech, for example use of
“I beg your pardon”, rather than plain “What”
 If seeking information, remarks like “I appreciate
it” reflects refinement and civility.
 When you say “please,” you turn a demand into
a request. When you say “thank you,” you turn
expecting someone to do something into
appreciating what someone is doing for you.
People like to be asked to do something and
people really like being appreciated.

14.  Wow Opening gets attention of the doctor,
Wow Opening normally starts with the
product theme to build the story. This could
also be a sentence like,
 Attention getting statements,
 (Dr. today I want to talk about a disease
which is ringing like a hooter)
 Compelling statements,
 Competitive advantage,
 Supportive document
Use of “Wow Opening”

15.  Elements of Wow Openings
 Patient specific
 Product specific
 Customer benefit
 Once you have gained your customer’s attention, now
its time to talk about business.
 Detailing bag should be well organized so that flow of
discussion is not disturbed and eye contact is not lost as
the promotional material is handled.
 Always use a pointer e.g. a pen to highlight the
features on folders/literatures.
Use of “Wow Opening”

16. Step-2, Identify & Develop need of
the Doctor
 Focusing a good sales presentation
should be on customer’s need
 Probing
 Probing is defined as the art of obtaining
information , establishing needs and
uncovering objections in a non-
confrontational ,congenial atmosphere.
 Positive Probe
 Negative Probe

17. e.g. Dr.Smith, in your clinical opinion ,do you
think that X has superior qualities over the
other members of the class(X is your product) .
This works for two reasons,
First ,Dr feel comfortable giving their opinion,
so a better and more elaborate answer is
expected.
Secondly, if he thinks your product has
superior qualities you can always refer
to those points while closing.
Positive Probe,

18. If positive probes are designed to confirm
needs,
negative probes are meant to uncover
objections, and these are grossly under used,
e.g.Dr.Smith ,from a clinical standpoint, are
there certain points and situations for which
you would have reservations about using this
medication.
You are asking about a potentially negative
aspect of your product to uncover objections
and facilitate your next effective move.
Negative Probe

19. Step-3
Match the benefit of your Product
with the need of the Doctor

20. Step-4
Objection Handling
 “Objections are opportunities
that tell us about the interest of
the customer & should be
addressed promptly.
 4 steps in handling objection
 CUSHION
 PROBE
 LISTEN (the most important communication skill)
 ANSWER

21. Buying Signals
 Price inquiry.
 Available strengths.
 Pharmacy availability.
 Third party validation

22. An effective close is the goal of the presentation, & the
purpose of the sales training.
Considering it’s importance ,it is surprising how few
salespeople move for the CLOSE (to ask for the sale) .
Studies show that salespeople do not ask customers to buy
in approximately 70 percent of all sales call, always
quantify
Results of a study shows that 60% of clients buy after 5
NO’s,
• 44% of sales people give up after the first NO,
• 22% after the second NO and
• 14% after a third NO
Step-5
Effective Closing

23. Closing the call
Always quantify as you ask for the
business e.g.
1. One prescription a day or
2. Three prescriptions a week etc
( i.e. as per your need)

24. Establishing
long term relations with customer
Empathy
Partner

25. Pre-Call Sales Call Post Call
Use Wow Opening
Deliver the core message
Resolve area of concern
Take the commitment & Quantify

26. Pre-Call Sales Call Post Call
Record:
Action
Reaction
Follow up

27. Doctors Prescribe Brands Of
MSO they
 Like
 Trust
 Respect

28. How you Develop trust, Likeness
and Respect?
Presentation ability
Competence
Commonality

29. Presentation ability
Is meeting customer expectations in terms of
 Dress
Mannerism
Punctuality
Protocol as per seniority
confidence

30. Competence
How well you are equipped to solve your
customer’s problem through,
Knowledge
Skills
Attitudes

31. Attitude
A mental position with regard to a fact or
state (approach)
Attitudes are also defined as judgments.

32. DETAILING PRACTICE
 Condensed Call
(Extremely busy doctor)
 Flexible Call
(Patient overwhelmed doctor)
 Group Detailing
(Call To Group of Doctors)
 Corridor Call
(For Walking Doctor)

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