Download - Selling skills
Selling Skills
Dr. Mohamed Mossad
Supply Side Demand Side
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 satisfythe needs of the buyer to the mutual, continuousbenefits 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 proportionalto 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– Birth date
– Telephone number
– Mobile number
– Potentiality
– Attitude
– Treatment trends
– General need
Dynamic– Prescription habit
– Our market share
– Competition relation
– Services delivered
– Family condition
– Contract situation
Sources of Information
Previous visit report
Pharmacy
Colleagues
Competition
Other doctors
The doctor
The Ingredients of Personality
Attitude
Knowledge
Skills
Skills
Selling ( Your image and ideas)Communication Negotiation Presentation Planning Reporting Time managementComputer
The Ingredients of Personality
The Ingredients of Personality
Knowledge
CompanyProductCompetitorsBusinessCustomersSuppliersContractors
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?!
Chance of Success
Half-way There
50%
0%
100%
I Can’t
I Wish I Could
I Think I Might
I Think I Can
I Will
I Did
I Won’t
I Don’t Know How
I Want To
I Might
I Can
• Aim high to achieve the best dealThe 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 othersPeople 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 timeExercise is a great way to get attitude adjustment
How to improve your attitude?!
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 lossmay be real or perceived .
Could be loss of life, yield, profit, money, property or anythingof value, i.e. buying a product, which protects health, or increasesprobability of long life .
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 innerfeeling.
However, they don't care what others know, think and say aboutthem: 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 bea 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 .
The Six Buying Motivations
Selling Skills Workshop
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 willnow 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 .
Buying Motives
Thank You!