Selling skills

Meeting Rules

Be On Time. Be Prepared. Be active positive participants. Business dress.

No Side talks. No mobile. No smoking

Learning is the result of participant digging for information/skills.

It’s not what the trainer present. People can't be taught ,they can be stimulated and

helped to learn. Learning has not occurred until behavior has changed. Be open mined, open head Ready to change, ready to learn

Learning Theories Learning Theories

I hear and I forget.

I see and I remember.

I do and I learn.

Learning Theories Learning Theories

New learn is a new earn.

Evaluation

The four corners of selling The four corners of selling

Product Knowledge

Selling Skills

Market intelligent

4 R’s

should be known by 100%

as well as competitors’ knowledge

to adjust your message against them.

Product knowledge Product knowledge

Why does the doctor use your product? What's the benefit do you sell?

You must be able to point out to the doctor :

1. Your product benefits.

2. Your Competitive Advantage.

Product knowledge Product knowledge

S afety P erformance A ppearance C omfort E conomy

1-Product Benefits 1-Product Benefits

1-Product Benefits 1-Product Benefits

afty

erformance

pperance

omfort

conomy

Know your competition. Know in which areas your competitor superior and in

which areas your competitors inferior. If there is no reason why the doctor should prescribe

your product, then he will prescribe your competitor. There is a reason for everything. Remember that doctors have strong tendency to

prescribe for attractive and pleasant salespeople.

2-Competitive Advantage 2-Competitive Advantage

R ight product.

Market intelligent 4 R’s Market intelligent 4 R’s

R ight doctor.

R ight message.

R ight Frequency.

Right Doctor Right Doctor

Customer who first

1-acknowledge that they need, want and

2-can afford what we're selling,and

3-commit to buy from us at a specified time

if we fulfill their Conditions of Satisfaction.

Right Doctor (Targeting) Right Doctor (Targeting)

Sell to people who want what you have.

Physician type/specialty. Physician need /Personality. Patient base/class. Prescription patterns. Potential for more than one product. Use of your product /Responsiveness. Your Product Rx share Versus the competitors. Reference (influencer) group. Working in different places.

Targeting Criteria Targeting Criteria

Right Doctor (Targeting) Right Doctor (Targeting)

Well, the closer a customer fits that

description,the higher the probability he will buy from us.

Obviously we should spend most of our time and

resources talking to this category of customer.

If you miss your R-doctor

you miss your business

There’s no potential doctor

except for my product

Right Doctor (Targeting) Right Doctor (Targeting)

We don't waste time trying to sell

customer who probably won't buy from us.

Why waste the effort/resources?

That's a basic in Sales philosophy.

Right Doctor (Targeting) Right Doctor (Targeting)

20 % of your customer

generate

80 % of your business

Right Doctor (Targeting) Right Doctor (Targeting)

Doctor should be deleted from list

if he was not responding after 5 visits

Why…??

1-Awareness

2-Interested

3-Trail

4-Result

5-Adoption phase

Right Doctor (Targeting) Right Doctor (Targeting)

Create Keep Grow

One of K.S.F in sales is to start build relation with K.O.L your primary objective at the beginning is to build relation rather than to sell then sale will come automatically.

Building,Keep, Strength Relation With KOLBuilding,Keep, Strength Relation With KOL

Right product has to satisfy customers’ Need.

Want.

Demand

Right Product Right Product

Your message should: Be based on customer need (specific patient)

and prescribing patterns. Reflect your product benefit. Match product benefit to doctor needs(specific patient). Differentiate the product from its competitors. Be at appropriate level and pace for customer. Be adaptable to unexpected situation.

Right Message Right Message

At least visit twice /month

your List shouldn’t contain more than

80 -100 physicians

30 – 40 Pharmacies

Right Frequency Right Frequency

is getting someone to do what you want him to do,

The way they want to do it

is well and willingly

SellingSelling SellingSelling

If you don’t use it

you will lose it.

Skill should be sharpened otherwise ….

it will be dusty and rusty.

Preparation can compensates

lake of talent.

Skills important pointsSkills important points Skills important pointsSkills important points

It doesn't matter what you know about the selling skill,

it count only about what you do..

The more you do of what you do,

the more you get of what you have got.

Skills important pointsSkills important points Skills important pointsSkills important points

Is deciding what to change today

so tomorrow will be different

from yesterday.

Planning Planning

If we don’t have some sort of plan,we aren’t going to be motivated to accomplish much.

Plan your work and work your plan.

People who fail to plan should plan for failure.

Planning Planning

Planning is an integral part of our life.

No pain no gain

Planning need flexibility

Planning Planning

Planning.

- Setting Objective.

- Time Planning.

- Territory Management

- Action plan

Planning Process Planning Process

What do you want to accomplish during this sales call?

Objective Objective

I want to loss weight. I want to read more. I want to learn swimming. I want to increase the amount of sales I do

with present customers and get new customers too.

I want to increase my annual sales by 100% I want to increase my annual sales by 1%

Objective Objective

I want to

increase my current volume of sales by 10 % and

added three customers generating at least 5 % of my current volume ,

over the course of the next six months.

Objective Objective

Specific. 10% - three new customers Measurable. The achievement or lack of

achievement of the goal is readily

determined Realistic. The objective is doable Communicable. You and anyone can understand

what do you mean Challenging. The objective forces you to

expand an extra effort Time frame. You’ve set yourself a date.

Objective Objective

Meaningful objectives Vs./

wishes,desires,wants

The six parameters Specific. Measurable. Realistic. Communicable. Challenging. Time frame.

Objective Objective

If you have very clear objective

half the job is done

If you haven't objective

it’s better

don’t move

Objective Objective

Once you establish your ultimate goal, the next step is to break it up into sub - goals.

Break monthly sales goal into weekly ,daily sales goals

By this type of planning you're striving to achieve your ultimate goal and…

You can determine your progress on a daily or weekly basis.

As you achieve each sub - goal successfully you develop the habit of success and...

Build your confidence in your own ability

Objective Objective

HOPE HOPE

avebjectivereparedVery time

HOPE HOPE Preparation 1-can compensate lack of talent

2- help you to be Respected Liked Trusted3-Help you to keep eye contact with customer

4-Help you make good presentation (show)

HOPE HOPE

Don’t prepare yourself to give sample in advance of prescribing

Prepare your self to make a dialogue and then offer sample whenever possible

The Scientific Formula For Success.

The three simple steps Step 1: See your target. Step 2: Keep it in your sight. Step 3: Hit it ( until you hit it)

Step 1 : See Your Target

Step 1 : See Your Target

In order to hit your target,you must see it clearly

Most failure begins and ends at this step. It’s wonder that it’s difficult for us to see

exactly what we want. We may actually have a target in mind,

but we don’t see it clearly

Step 1 : See Your Target

You may say to yourself “I want a lot of money” but that really specific target?

“a lot of money”can mean a lot of things to a lot of people.

The first thing you have to do is:

select a very specific target and see it clearly in front of you.

The trick to success is selecting one target at a time and focusing all of your energy on it in the moment.

Step 1: See Your Target

Yes,we may all have :

1. hundreds of of things we want to do,and

2. our lives may be incredibly complex, but in that moment,you need to:

let go of everything else and

SEE YOUR TARGET

Step 2: Keep In Your Sights

In order to accomplish something, you must focus:

1-Sufficient attention.2-Sufficient energy. You may sometimes find that you can’t

focus your attention because you have things in your mind.

In this case ,you are unconsciously defocusing :

1. a percentage of your attention and 2. energy away from the target.

Step 2: Keep In Your Sights

The problem is , after we’ve selected our target we divert varying levels of our attention and energy away from it and this usually prevent us from hitting it.

Step 3: Hit It(Until You Hit It)

When a stone sculptor is trying to sculpt a masterpiece, do you think the first time he hits the chisel with the hammer everything’s going to fall off and it will be a beautiful sculpture.

No.  He has to keep hitting it and hitting it, chipping

away. And that’s the way life is. Nothing really worthwhile ever comes easy in

life. You keep hitting it and going after it – and little

by little your life becomes a masterpiece.

Step 3: Hit It(Until You Hit It)

The shortest path between two points is a straight line.

You might tell yourself that you’re doing research on the internet ,but you’re really surfing aimlessly from site to site.

NASA. As you see straight lines can sometimes save

your millions of dollars and years of your time.

Step 3: Hit It(Until You Hit It)

The fact is, great people are really just ordinary people with an extraordinary amount of determination.

Great people don’t know how to quit. . Thing is , you’re always walking some

path , whether you like or not So, you need to constantly keep your

mind attuned to finding the straight path.

SUCCESS Tips Success is nothing more than:1. a few simple disciplines, 2. practiced everyday;

while failure is a simply :1. a few errors in judgment, 2. repeated everyday .

It is a cumulative weight of our disciplines and our judgments that lead us to either fortune or failure.

“Success is 90% ATTITUDE and 10% KNOWLEDGE"

SUCCESS Tips

زائًدCا ) كنت الحياة على شيًئCا تزد لم إذا (عليها

صادق ] مصطفى القلم، وحي ،(الرافعي

SUCCESS Tips

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