Developed and Presented by Sartaj Aziz.

1. The Art Of Salesmanship
Developed by : Sartaj Aziz

2. What is a salesmanship?
• It is an art of convincing and persuading people to buy the
Product for mutual benefits.
• The newly born baby is a salesman. When it wants food, it
yells for it and gets it.

3. Three Dimensions of
Selling
Product Knowledge
Product knowledge is essential
for the success of sales calls.
It helps the salesperson show
the customers what they will
gain by prescribing and
dispensing his product.

4. Specific information about the product.
 Medical Background
 Product Information
 Mode of Action
 Indication and Dosage
 Limitation and Side Effect
 Advantages and Benefits
 Price

5. Competitor’s product information.
 Action, Indication and Dosage
 Limitation and Side Effects
 Disadvantages
Product comparison
 The salesperson should be fully aware of the information
About competing products, so as to discover the strong and weak
Points of the competitors.

7. Believe in your product.
• For you to be able to sell in confidence, you must first have faith that the
product you are selling will really benefit your buyer. You also ought to have
good product knowledge, so you could answer all your prospects questions.

8. Pharmaceutical Selling Steps.

9. Prospecting
Prospecting is the physical search for….
 MARKET/SEGMENT
 COMPETITION
 REQUIREMENTS

10. Planning and Preparation
• Planning and Preparing for your work day keeps you on task.
• Plan the night before your field working day.
• Prepare the plan based on the information collected by you.
• Play in your mind what you are going to do on the call or orally facing the
customer.
• Plane your Speech.

11. Approach (Meeting the doctor).
• Knock or ask permission before you ENTER- Never forget basic human courtesy!!
• Never MEET THE DOCTOR WHEN HE/SHE IS PREOCCUPIED.
• Set the doctor’s expectations before the start of the call.
• Begin by a ‘’WARM GREETING’’.
• ‘’Relax you are not catching a train’’!!
• Always take the seat which is directly facing the doctor (This helps you in drawing the
maximum attention of the doctor)
• Give a short Intro of the company and a purpose of meeting.

12. Listen and ask quality questions.
• Great salesman ask quality questions. They know that the most effective way to present their
product or service is to uncover their customer’s goals, objectives, concerns and hesitations.
Successful salesman listen. Most salesman will ask a question then give their customer the
answer. They ask questions and listen carefully to the responses, often taking notes and
summarizing their understanding of the customers comments.

13. Probing Function
The general purpose of probing is to uncover customer needs and concerns.
1. It allows you to guide the customer to reveal his needs.
2. With effective probing skills, you take control of the sales interview.

14. Presentation.
• Presentation skills can make or break a deal. If you’re in front of a customer, not
only do you have to sell your product or services, you have to sell yourself. The
great thing about this is that, it is not only for sales but virtually every type of
situation where you have to persuade people to invest in your product, position, or
belief. Make it count.
• Points to be noted!
 Never use your finger as a pointer (use a pointer e.g. pen).
 Use your brand name as much as possible.
 Avoid uttering competitor brand names.

15. What is Reinforcing?
• Reinforcing is the skill of satisfying customer needs with product features
and benefits.
• Reinforcing is the skill that firmly establishes you as a problem solver and
promotes your product to the customer.
• When you have successfully used the skill of Probing(inquiring), your
customer will either state or confirm a clear need that can be satisfied by
feature and a benefit of your product.

16. Reinforcing – Step 1
• First
You make a direct expression of agreement.
Some examples are:
 ‘’Exactly’’
 ‘’That can be a real problem’’
 ‘’Absolutely’’
 ‘’That’s a significant issue’’
 Without question’’
 ‘’Good point, Doctor’’.
The first step in reinforcing is
to paraphrase the customer
need. This shows the doctor
that you understand his/her
need and consider it
important.

17. Reinforcing – Step 2
Propose a feature and a benefit that satisfy the need
The second step in reinforcing is to propose a feature and a benefit of
your product that can satisfy this need.
In this way, you show the customer how your product can be the solution
to the need. To present the feature and benefit, link them in one
statement.

18. Handling Objections

21. Why a medical rep may not close well?
• Too Early
• Too Late
• Too Meek
• Too Aggressive
• Doctor’s objections not resolved completely
• Sales process not followed

22. When to close?
• The DOCTOR has understood your product completely
• The DOCTOR has developed trust in your company
• The DOCTOR has a desire for the benefits for his/her patients

23. Be Courageous.
Have a positive attitude
• You may not be successful this
time, but there is always a next
chance. A good salesperson never
gives up. The next sale may be
yours, and may just be waiting
around the corner.
Be fearless
• Everyone is afraid. The best
salesman do it anyway! Ask for the
sale…The top salesman confront
their fears.