Selling skills

Marketing & Business Development Manager
19. Feb 2011

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Selling skills

  1. Selling Skills Supply Side Demand Side Dr. Mohamed Mossad
  2. To add to your present skills • Who is the Salesman • The meaning of sales call • Identifying buying motives • Prospecting and Preparation of sales call • The approach presentation techniques • Sharpening questioning techniques.
  3. To add to your present skills • Handling customer's responses • Identifying buying motives • Developing various types of closes. • Learning by doing (role play).
  4. Who is the Salesman  Every individual has a selling job to do.  Everyone wants to sell his suggestions.  “The salesman must ascertain, activate and satisfy the needs of the buyer to the mutual, continuous benefits of both parties”.
  5. Qualifications for Success in Sales  Human relations  Straight thinking  Presentation  Hard working  SMART working
  6. Human Relations  “Selling is successful only when the art of human relations is successfully practiced”  Human relations begin with the first impression.  The appearance is the first important thing the customer can buy.
  7. Human Relations  The salesperson should look:  Neat  Good taste in dress  Plan before buying clothes  Analyze his body & complement it by clothing  Make a good first impression
  8. Human Relations  The salesman should not: Wear stylish clothes Be walking casual Talk aggressive for the community Be involved in religion, sports, or politics talking
  9. Straight Thinking  The salesman must be concerned with:  Logic  Organization  Validity of evidences  Credibility  Honesty
  10. Presentation “Presentation skills are very important to influence the five senses of the customer”
  11. Hard Working “Sales opportunities are directly proportional to the number of contacts performed”  Hard workers are:  Self-starters  Persistent
  12. Definitions for Customer  A suspect  A prospect  A user  A customer  A profitable customer
  13. SMART Workers “SMART workers are time managers”  Schedule your time  Make time more productive  Allow time for unexpected  Ration your time  Take time for the sale
  14. Recording & Reporting No job is done till the paper work is finished A short pencil is better than long memory
  15. Recording & Reporting  Report is less productive  It is a must  Think positively  Do not let it accumulates  Waiting time  End of the day in the schedule
  16. Recording & Reporting  Value of reports to: Company , Management , Rep.  Types of reports: Customer record card/sheet Hospital record sheet Coverage list , mailing list Daily Itinerary , monthly plan Activity reports , sales reports
  17. Collect Information
  18. Collect Information “ Acquire all possible data about the customer that moves the sale forward” • Objectives: 1. Qualifying the prospect 2. Sharpen the sales Attraction 3. Identify prospects’ problem areas 4. Protection from making obvious mistakes
  19. Types of Information  Static  Dynamic – Birth date – Prescription habit – Telephone – Our market share number – Competition relation – Mobile number – Services delivered – Potentiality – Family condition – Attitude – Contract situation – Treatment trends – General need
  20. Sources of Information  Previous visit report  Pharmacy  Colleagues  Competition  Other doctors  The doctor
  21. The Ingredients of Personality Attitude Knowledge Skills
  22. The Ingredients of Personality Skills Selling ( Your image and ideas) Communication Negotiation Presentation Planning Reporting Time management Computer
  23. The Ingredients of Personality Knowledge Company Product Competitors Business Customers Suppliers Contractors
  24. The Ingredients of Personality Attitude • Attitude is that way you look at things mentally. • Half empty or half full a glass of water. • How to look at the environment outside. • To find a solution for every problem.
  25. How to improve your attitude?!
  26. How to improve your attitude?!
  27. How to improve your attitude?!
  28. Attitude?! I Did 100% I Will I Can I Think I Can Half-way There I Might I Think I Might 50% I Want To I Wish I Could I Don’t Know How I Can’t I Won’t 0% Chance of Success
  29. How to improve your attitude?! • Aim high to achieve the best deal The more you try , the more you'll have , the more you'll believe in yourself . • Give your positive attitude to others Your positive attitude is reflected on others around you. (Attitude is contagious)
  30. How to improve your attitude?! • Play your winners List positive factors in your life ;your family,health,and your strengths. • Develop a workaholic mentality. Think you are the owner of the company
  31. How to improve your attitude?! • Dedicate yourself on serving others People who give are happier that who take. • Use sense of humor Humor and smiling are the greatest way to overcome a negative situation
  32. How to improve your attitude?! • Believe in yourself Never consider the possibility of failure • Handle your difficult time Exercise is a great way to get attitude adjustment
  33. The Six Buying Motivations
  34. The Six Buying Motivations 1. Making a gain / Quality / value Buying to increase yield or money return (profit) , the gain can also be economy , saving material, money or gaining time
  35. The Six Buying Motivations 2. Avoiding / Limiting a loss / Security / Reputation / Trust  Buying to protect an investment from damage or loss., the loss may be real or perceived .  Could be loss of life, yield, profit, money, property or anything of value, i.e. buying a product, which protects health, or increases probability of long life .
  36. The Six Buying Motivations 3. Having pleasure, Enjoyment , Comfort , Convenience Buying because of enjoyment is one of the most marked motives
  37. The Six Buying Motivations 4. Avoiding pain , worries , problems. • Buying because it will remove physical or mental pain. Close to fear or loss . Most people do not like discomfort . • Drugs / Pharmaceuticals are an obvious example . • Also less Work , safety freedom from worry , security , protection .
  38. The Six Buying Motivations 5. Boosting pride , self-satisfaction Buying because of inner feelings of wanting the best. Pride is when someone makes a decision resulting in good inner feeling. However, they don't care what others know, think and say about them: somehow they seek to be perfect (could be self – improvement, style, high quality, etc.)
  39. The Six Buying Motivations 6. Gaining social approval prestige, show – off Buying because of the influences or reaction of others. Where a decision is made to cause the prospect to appear to be a good doctor, businessman, or pillar of society. Also for prestige purposes: has to have what his / herneighbor / colleague has (to show off ) . Prospect cares what others know, think or say .
  40. Selling Skills Workshop
  41. Buying Motives
  42. Buying Motives •Urologist states to Rep: This product is the only anti – infective I can safely use in hot climates" •Pharmacist said: "I have all narcotics under lock and key"
  43. Buying Motives • Doctor mentions to Rep: "Besides professors Saad and Mohsen, I am the only doctor in town, Who can deal properly with such a case" • Hospital pharmacist said: "Having given you such a big order for your product I hope you will now concentrate your detailing on Dr. Sherif and Ahmed “
  44. Buying Motives • Sales manager discusses with his boss: "With this project we will reduce period costs by 3 % " • Retail pharmacist asks Rep: "What about the expiry date of your product?
  45. Buying Motives Opinion leader tells Rep: At last you have launched this product. I know it from my post – Graduate stay in Germany .
  46. Thank You!