Selling Skills.pptx
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This document provides guidance on how to convert doctors to prescribe pharmaceutical brands and maintain their loyalty over time. The key points are: 1) Conversion means getting doctors to continuously prescribe a brand on a daily basis. Developing relationships and understanding doctors' needs are important to conversion. 2) Different types of conversion include brand conversion and molecule conversion. Creating value for both the doctor and company helps convince doctors to prescribe a brand. 3) Demanding prescriptions assertively based on accurate prescription data can help maintain a doctor as a loyal prescriber in a win-win manner over the long run. 4) Perseverance through regular visits, effective product detailing, and addressing any issues the doctor
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A medical representative's main responsibilities are to educate doctors about new medical products and treatments, achieve sales targets, and develop relationships within their assigned territory. They are expected to make a minimum number of daily calls to doctors and chemists to provide information about new drugs, devices, and advancements. Medical representatives must have strong product and customer knowledge, give organized presentations, and effectively communicate with healthcare professionals to help them provide better patient care. Both the company and representatives expect commitment, timely results and communication from each other to be successful partners.
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The document provides an overview of pharmaceutical selling skills. It discusses the 7 basic steps of selling including pre-call planning, opening, questioning, presentation, handling objections, closing, and post-call analysis. It emphasizes understanding the doctor's needs and wants, presenting product benefits to satisfy those needs, and handling objections by focusing on advantages. The document also covers topics like greeting objectives, DAPA method of selling, presenting and negotiating price, and factors that can prevent effective closing of a sale.
selling skills pharmaceutical
Thank you for the detailed summary. I appreciate you taking the time to break down the key steps and techniques. It's very helpful for understanding the sales process.
Professional basic selling skills
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
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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.
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Thank you for the detailed summary. I appreciate you taking the time to break down the key steps and techniques. It's very helpful for understanding the sales process.
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Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
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Integration of Email and Social Media: Understanding how to seamlessly integrate email marketing with social media efforts to expand reach and reinforce brand presence. Building a Robust Email List: Strategies for developing a strong email list that provides a direct line of communication to your audience, independent of social media algorithms. Data Integration for Targeted Campaigns: Leveraging combined data from email and social media to create personalized, targeted marketing campaigns that resonate with the audience. Utilization of AI Tools: Implementing AI and automation tools to enhance efficiency and effectiveness across marketing channels. Consistent Brand Voice Across Platforms: Maintaining a unified brand voice and message across all digital platforms to strengthen brand identity and user trust. Proactive Adaptation to Platform Changes: Staying ahead of social media platform changes and algorithm updates to keep engagement high and interactions meaningful. Conversion of Social Followers to Email Subscribers: Techniques to encourage social media followers to subscribe to email, ensuring a direct and consistent connection. Sustainable Growth and Minimized Platform Dependence: Strategies to diversify digital presence and reduce reliance on any single social media platform, thereby mitigating risks associated with platform volatility.QuickBooks Sync Manager Repair Tool- What You Need to Know
Occurrence of technical errors on QuickBooks is common but it can be resolved with the use of QuickBooks Sync Manager Tool . With the help of this too, users can sync the QuickBooks Desktop company file with the Intuit online server. It is compatible with versions QuickBooks Pro, Premier, or Enterprise. In case a user faces sync-related errors then they simply need this repair tool.
Data-Driven Personalization - Build a Competitive Advantage by Knowing Your C...
Data-Driven Personalization - Build a Competitive Advantage by Knowing Your C...DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
Data-Driven Personalization: Build a Competitive Advantage by Knowing Your Customers Better Than Your CompetitionLuxury Hanloom Saree Brand ,Capstone Project_Kiran Bansal.pdf
Capstone Project: Luxury Handloom Saree Brand
As part of my college project, I applied my learning in brand strategy to create a comprehensive project for a luxury handloom saree brand. Key aspects of this project included:
- *Competitor Analysis:* Conducted in-depth competitor analysis to identify market position and differentiation opportunities.
- *Target Audience:* Defined and segmented the target audience to tailor brand messages effectively.
- *Brand Strategy:* Developed a detailed brand strategy to enhance market presence and appeal.
- *Brand Perception:* Analyzed and shaped the brand perception to align with luxury and heritage values.
- *Brand Ladder:* Created a brand ladder to outline the brand's core values, benefits, and attributes.
- *Brand Architecture:* Established a cohesive brand architecture to ensure consistency across all brand touchpoints.
This project helped me gain practical experience in brand strategy, from research and analysis to strategic planning and implementation.
SEO in the AI Era - Trust, Quality and Content Discovery - Andy Crestodina
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We’ve entered a new era in digital. Search and AI are colliding, in more ways than one. And they all have major implications for marketers.
• SEOs now use AI to optimize content.
• Google now uses AI to generate answers.
• Users are skipping search completely. They can now use AI to get answers. So AI has changed everything …or maybe not. Our audience hasn’t changed. Their information needs haven’t changed. Their perception of quality hasn’t changed. In reality, the most important things haven’t changed at all. In this session, you’ll learn the impact of AI. And you’ll learn ways that AI can make us better at the classic challenges: getting discovered, connecting through content and staying top of mind with the people who matter most. We’ll use timely tools to rebuild timeless foundations. We’ll do better basics, but with the most advanced techniques. Andy will share a set of frameworks, prompts and techniques for better digital basics, using the latest tools of today. And in the end, Andy will consider - in a brief glimpse - what might be the biggest change of all, and how to expand your footprint in the new digital landscape.
Key Takeaways:
How to use AI to optimize your content
How to find topics that algorithms love
How to get AI to mention your content and your brandMastering SEO for Google in the AI Era - Dennis Yu
Mastering SEO for Google in the AI Era - Dennis YuDigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.Mastering The Best Restaurant Advertising Campaigns Detailed Guide
A guide for making the Best Restaurant Advertising Campaigns with demographics, data analytics, and digital advertising for measurable results.
Lily Ray - Optimize the Forest, Not the Trees: Move Beyond SEO Checklist - Mo...
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Mastering Your Online Visibility - Fernando Angulo
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Unlock the secrets to enhancing your digital presence with our masterclass on mastering online visibility. Learn actionable strategies to boost your brand, optimize your social media, and leverage SEO. Transform your online footprint into a powerful tool for growth and engagement.
Key Takeaways:
1. Effective techniques to increase your brand's visibility across various online platforms.
2. Strategies for optimizing social media profiles and content to maximize reach and engagement.
3. Insights into leveraging SEO best practices to improve search engine rankings and drive organic traffic.Yes, It's Your Fault Book Launch Webinar
From Blame to Gain: Achieving Sales and Marketing Alignment to Drive B2B Growth.
Tired of the perpetual tug-of-war between your sales and marketing teams? Come hear Demandbase Chief Marketing Officer, Kelly Hopping and Chief Sales Officer, John Eitel discuss key insights from their new book, “Yes, It’s Your Fault! From Blame to Gain: Achieving Sales and Marketing Alignment to Drive B2B Growth.”
They’ll share their no-nonsense approach to bridging the sales and marketing divide to drive true collaboration — once and for all.
In this webinar, you’ll discover:
The underlying dynamics fueling sales and marketing misalignment
How to implement practical solutions without disrupting day-to-day operations
How to cultivate a culture of collaboration and unity for long-term success
How to align on metrics that matter
Why it’s essential to break down technology and data silos
How ABM can be a powerful unifier
Global Growth Starts With Translation - How To Unlock Global Markets - Tim Kirby
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Did you know that while 50% of content on the internet is in English, English only makes up 26% of the world’s spoken language? And yet 87% of customers won’t buy from an English only website.
Uncover the immense potential of communicating with customers in their own language and learn how translation holds the key to unlocking global growth. Join Smartling CEO, Bryan Murphy, as he reveals how translation software can streamline the translation process and seamlessly integrate into your martech stack for optimal efficiency. And that's not all – he’ll also share some inspiring success stories and practical tips that will turbocharge your multilingual marketing efforts!
Key takeaways:
1. The growth potential of reaching customers in their native language
2. Tips to streamline translation with software and integrations to your tech stack
3. Success stories from companies that have increased lead generation, doubled revenue, and more with translationPickUp_conversational AI_Capex, Inc._20240610
PickUp, Improve conversions with scenario-based conversational AI.
Crafting Seamless B2B Customer Journeys - Strategies for Exceptional Experien...
Crafting Seamless B2B Customer Journeys - Strategies for Exceptional Experien...DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions
Customer Experience is not only for B2C and big box brands. Embark on a transformative journey into the realm of B2B customer experience with our masterclass. In this dynamic session, we'll delve into the intricacies of designing and implementing seamless customer journeys that leave a lasting impression. Explore proven strategies and best practices tailored specifically for the B2B landscape, learning how to navigate complex decision-making processes and cultivate meaningful relationships with clients. From initial engagement to post-sale support, discover how to optimize every touchpoint to deliver exceptional experiences that drive loyalty and revenue growth. Join us and unlock the keys to unparalleled success in the B2B arena.
Key Takeaways:
1. Identify your customer journey and growth areas
2. Build a three-step customer experience strategy
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How To Navigate AI - The Future is Yours to Define - Tim Hayden
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How to Kickstart Content Marketing With A Small Team - Dennis Shiao
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Future-Proof Like Beyoncé - Syncing Email and Social Media for Iconic Brand L...
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QuickBooks Sync Manager Repair Tool- What You Need to Know
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Luxury Hanloom Saree Brand ,Capstone Project_Kiran Bansal.pdf
Luxury Hanloom Saree Brand ,Capstone Project_Kiran Bansal.pdf
SEO in the AI Era - Trust, Quality and Content Discovery - Andy Crestodina
SEO in the AI Era - Trust, Quality and Content Discovery - Andy Crestodina
Mastering SEO for Google in the AI Era - Dennis Yu
Mastering SEO for Google in the AI Era - Dennis Yu
Mastering The Best Restaurant Advertising Campaigns Detailed Guide
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Lily Ray - Optimize the Forest, Not the Trees: Move Beyond SEO Checklist - Mo...
Lily Ray - Optimize the Forest, Not the Trees: Move Beyond SEO Checklist - Mo...
Mastering Your Online Visibility - Fernando Angulo
Mastering Your Online Visibility - Fernando Angulo
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Global Growth Starts With Translation - How To Unlock Global Markets - Tim Kirby
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Crafting Seamless B2B Customer Journeys - Strategies for Exceptional Experien...
Selling Skills.pptx
- 2. What is conversion? » First step comes when doctor take a specific desired action like prescribing your brand » Conversion means when doctor prescribe our brands continuously at least on daily basis. » The next is making them loyal prescribers
- 3. Types of conversion? » Brand conversion » Molecule conversion
- 4. Why to convert? Doctor prescription Purchase of Brand by Patients Sales of brand Target achievement Earning incentives
- 5. Why doctor should prescribe your brand?
- 7. Creating face value » Creating face value for you » Creating face value for company
- 8. Reputation of you = Reputation of company
- 9. The way you present = The way they will perceive
- 10. The way you Detail = The way they accept your brand
- 11. Doctor judges company through you » Your knowledge » Your brand presentation
- 12. Speaking in regional language ? » Speak the language in which you are comfortable & you can communicate properly » Preferably the regional language
- 13. Product knowledge -> Confident Detailing & Discussion -> Higher possibility of Brand convincing
- 14. Is detailing of brand is enough to convert doctor?
- 15. Conversion can happen over conversation… ;)
- 17. What is in it for him?
- 18. When to use “Sell Benefits”? Important to note that, all the benefits are not important to all doctors. You have to select features and benefits to give appropriate benefit statement which get doctors needs.
- 19. When to use “Sell Benefits”? Hence be on the lookout for doctors needs statements which is generally in benefit terms. End the chain when benefit matches the identified need of the doctor.
- 20. Understand the need of customer / Doctor
- 21. Doctor Need Statement : My BP patients are stable on Cilnidipine I get many patients who suffer from T2DM as well as hypertension Quick Control of BP is my main concern in patients
- 22. Why Doctor should write your brand ?
- 23. Is your call useful for him or you?
- 24. What best I can contribute for him?
- 25. Doctor should feel that you have not just came to him for business
- 26. What Doctors expect from BH/MR?
- 27. When Doctor is not listening you?
- 28. Making call / Doing detailing while Doctor is in hurry to leave the chamber
- 29. Impression makes conversion easy » Preparedness » Creative » Open to accept
- 30. Choose the right brand .! Choose the molecule which has high potential to prescribe by him
- 31. Focus on only one brand Convert Doctor for brand one by one
- 32. How much we should invest? Maximum budget can be planned to get exclusive support Don’t underestimate / overestimate doctors potentiality
- 33. Can we try first and wait for Doctor responses? No trial run investment by doing small amounts
- 34. Know the Value of each prescription…
- 35. Know brand wise prescription value… Demand accordingly
- 37. No of Prescription month x No of Strips sold per prescription x Value in PST = RxS
- 38. Correct tool to calculate exact RxS » Area wise – Party wise – Product wise statement is correct tool to understand RxS from attach counter » We should convince the stockist to get this statement » Co-operation and assistance required in collecting data
- 39. RxS in strips from Area wise statement / Strips purchased per Prescription = No of Prescription given by Doctor in a month
- 40. Yes, Doctor is ready to prescribe your brand… But
- 41. Couldn’t remember your brand… or not yet got the pen habit… What you should do?
- 42. Brand wise demand to Doctor » Brand building though thorough focus » Easy for doctor to remember
- 44. Perseverance is all about your continuous efforts
- 45. Which one will work » Smart work or Hard work
- 46. » Smart work vs Hard work
- 47. For smart work you need to prepare your wheels
- 48. Once Doctor is converted… what next?
- 49. Making him as loyal prescriber…
- 50. Demanding is key tool
- 51. The crying baby gets the milk
- 52. The crying baby gets the milk
- 53. How much we should demand? Appropriate RxS without burdening the doctor
- 54. Explain the current prescriptions vs Expected prescriptions per day (Talk to Doctors in their language)
- 55. How to demand prescription ⋄ May get only temporary support ⋄ We will loose customer Aggressive Rx demand
- 56. How to demand prescription ⋄ Win- Win situation ⋄ Rx will continue long time ⋄ Customer gains good faith ⋄ Relationship will continue forever Assertive Rx demand
- 57. Whare I am missing my key role » Am I visiting regularly… » Am I detailing brands properly… » Am I invested rightly » Am I demanding prescriptions based on right data » Am I accepting explanations / answers of doctor » Am I explaining our expectation to Doctor properly » Where is my perseverance?
- 58. After all Doctor prescribe brand for you