Selling Skills
Supply Side Demand Side
Dr. Mohamed Mossad

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.

To add to your present skills
• Handling customer's responses
• Identifying buying motives
• Developing various types of closes.
• Learning by doing (role play).

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”.

Qualifications for Success in Sales
 Human relations
 Straight thinking
 Presentation
 Hard working
 SMART working

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.

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

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

Straight Thinking
 The salesman must be concerned with:
 Logic
 Organization
 Validity of evidences
 Credibility
 Honesty

Presentation
“Presentation skills are very important to influence
the five senses of the customer”

Hard Working
“Sales opportunities are directly proportional
to the number of contacts performed”
 Hard workers are:
 Self-starters
 Persistent

Definitions for Customer
 A suspect
 A prospect
 A user
 A customer
 A profitable customer

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

Recording & Reporting
No job is done till
the paper work is finished
A short pencil is better than
long memory

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

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

Collect Information

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

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

Sources of Information
 Previous visit report
 Pharmacy
 Colleagues
 Competition
 Other doctors
 The doctor

The Ingredients of Personality
Attitude
Knowledge
Skills

The Ingredients of Personality
Skills
Selling ( Your image and ideas)
Communication
Negotiation
Presentation
Planning
Reporting
Time management
Computer

The Ingredients of Personality
Knowledge
Company
Product
Competitors
Business
Customers
Suppliers
Contractors

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.

How to improve your attitude?!

How to improve your attitude?!

How to improve your attitude?!

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

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)

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

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

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

The Six Buying Motivations

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

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 .

The Six Buying Motivations
3. Having pleasure, Enjoyment , Comfort , Convenience
Buying because of enjoyment is one of the most marked motives

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 .

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.)

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 .

Selling Skills Workshop

Buying Motives

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"

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 “

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?

Buying Motives
Opinion leader tells Rep:
At last you have launched this product. I know it from my post –
Graduate stay in Germany .

Thank You!