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!