How to be A Successful Medical Rep (2)
Basic Selling Skills
Written by/ Abdullah Azzam
Exclusive
Now, We will begin our training after I told you what is medical rep and his job description and my objective ...
So, Let's go and now go and bring a cup of coffee to be ready and understand everything..
There
are some important things you must know about the selling process and
how to be a good seller, also you need to identify the principles in the
sales field.
For me (Abdullah), I think medical rep or salesman generally is the most important player in this game.
Sales growth merely depends on you ..
yes don't look around .. you're the leader and affect all the selling processes.
So, you'll ask me and say" what can i do" ??
" I try to increase my sales but i can not".
" I wanna know the way to be a successful salesman".
Before i answer all of your questions, I'll tell you some important things, please never to forget them keep them in your mind .
They are about your personality Essentials.
Personality
Essentials:
1.
Skills
2.
Knowledge
3.
Attitude
Skills
o
Selling Your Ideas.
o
Communication.
o
Negotiation.
o
Presentation.
o Planning.
o Time management
o
Reporting.
o
Computer.
Knowledge
- Company.
- Product.
- Competitors.
- Business.
- Suppliers
- Customers (Pharmacies, Dr database).
Attitude:
Is the way you look
at things mentally
The Integration of your Thinking &
Feeling and Doing towards others.
How
to improve your attitude?
- Give your positive attitude to others.
- Dedicate yourself on serving others.
- Use sense of humor .
- Handle your difficult time
- List positive factors in your life
- Look for opportunities in difficult situations.
Remember that:
It
is not only what you do …. But also, How to do it.
And
now, I 'll answer all of your questions about the successful sales man
and how to change not only your sales, but also yourself to be like as
you dreamed.
* Who is the Salesman?
" The Sales man is who activate and satisfy the needs of
the buyer to the common benefits of both parties."
* Who
Is The Successful Salesman ?
- Ethical.
- Self dependable.
- Persistent.
- Motivated to learn.
- Physical appearance
Ø Your car.Ø Your bag.Ø Your card.Ø Hand checking
- Confident in his company.
- Confident in his products.
- Confident in himself.
Qualifications
for Success in Sales
1. Human relations
2. Straight thinking
3. Presentation
4. Hard working
5. SMART working
Advantages
of Personal Selling
- It is a two-way form of communication.
- In selling situations the medical rep. can adjust the message as they gain feedback from the Dr.
- If the Dr. doesn’t fully understand how the product works; the Med. Rep. can make adjustments to address questions or concerns.
- The most effective promotional method.
- Is the most practical promotional option for reaching Drs. who are not easily reached through other methods.
Disadvantages
of Personal Selling
- Most Drs have had some bad experiences with Med. Reps.
- High cost.
- Personal selling is not for everyone.
Remember
this equation:
needs → Motivated by Med. Rep. give → Sales
What
Are the Dr's Needs ?
1.
Effectiveness
2.
Safety
3.
Quality
4. Service
5.
Price
6.
Other Considerations
Remember:
20% of your customers gains you 80% of your target.
What
are the Pharmacist’s Needs ?
1. Prescriptions
2.
Availability……….
3. Profit………
4. Right time to visit
5. Post sale services
6. Other considerations
Remember
People
buy the same product for different reasons
The
Dr will not Rx your product because of the reasons you give him.
On the contrary, Drs Rx the product for their
very own reasons.
* Be a big dreamer, if you wanna be successful man/woman.
Imagine what your future could be.
be ideal in every respect.
if you have a goal, you must work every day toward this goal, and do your best to be the best.
yeah guys, I think It is enough today, i feel tired, don't you?
In the next article we will talk about:
Factors affecting customer behavior
The
six buying motivations
Sales Cale
To Be Continued .....
Abdullah Sabry Azzam
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