How to be A Successful Medical Rep (4) ... Sales Call
Basic Selling Skills
Written by/ Abdullah Azzam
Exclusive
One of the most important things for the successful medical rep is his call and to be a successful sales man , you should make an ideal call.
So, How can you do this.. and what are the required steps to a successful sales call .. all things you want .. you'll find in these little words.
First, It's always good to have a plan for your sales visits that can serve as a
quick reminder of the essentials. You can use this checklist as a
review before and after each sales call to make sure you cover all the
bases. Leaving a sales call and wishing you had remembered to ask a
specific question or show the prospect another product idea is a
horrible feeling; using this checklist may help you avoid that.
Our Workshop
Sales Call
Sales Call can be divided into three stages or steps
1. Pre-call Planning
·
Prospecting
·
Data
Collection
·
Setting
Objective
2. Call
·
Call
Opening
·
Call
Presentation
·
Call
Closing
3. Post Call Analysis
·
Feed
Back
·
Evaluation
·
Action
Plan
Pre-call Planning
I. Before Call
1.Prospecting
Prospecting means:
a)
Finding your potential customers.
b)
Classifying and Categorizing them.
•
Prospecting:
allows proper allocation of time and frequency of call.
•
Prospecting
is a permanent process.
Prospecting:
·
DRs
List
·
Hospitals
·
Pharmacies
·
Contracting
·
Poly Clinics
·
Distributors.
How do you find potential customers
* Company
records.
*
Conferences.
* Personal
observations.
* From
your supervisor & senior reps.
* From salesmen in other companies.
* Pharmacies.
Pharmacy feedback
* Pharmacy
feedback is a continues process.
* Is important to know:
a) Your product availability.
b) The Dr’s potential.
c) His interest.
d) Rx habits.
Ø Competitors : your product ratio.
Ø
Needs
established relations and appropriate time to visit.
Remember
Never to visit the dr. without feedback.
Feedback workshop
DATA COLLECTION
·
KOL
Customer List.
·
Address.
·
Telephones.
·
AM
Activity.
·
Buying Motives.
·
Best
Time to Visit.
·
Rx
Habit.
Know your customers
·
Dr’s
profile and potentiality.
·
Dr’s
profile and Territory Management
Territory Management
* You need to analyze the prospects and the
geography.
Ø Goals need to be set:
* Long term – Within 1 year
* Short term – Interim (temporally)
results towards long term goals
* Prospects need to be categorized.
Ø A, B, C …
* Focus on prospects with high degree
of high expected value.
* Develop a plan for each account.
* Time is the real “Death of a
Salesman”.
* Time is MONEY.
Strategic vs. Tactical Selling
* Strategic selling is the 20/80 rule.
* Long term vs. short term goals.
Ø Manage objective vs. time.
* What 10 prospects will make my quota?
Ø How do I get them?
* Effective time management is the key.
* All other activities are “Tactical”.
I. Before Call
3-Setting Objectives
* IN Order To Qualify In Business
Objective Should Be SMART:
S pecific
M easurable
A mbitious
R ealistic
T ime bound
How are you going to achieve your objective?
* List all of your products’ features ,benefits & competitive
advantages.
* Analyze your competitors:
1.
Who
are your competitors?
2.
What
are the strengths of your competitors?
3.
What
are their weaknesses?
4.
Why
do Drs Rx the competitors?
5.
What
do Dr Rx for you and not them?
6.
What
are your competitors doing right?
7.
How
can you imitate their success?
TYPES OF OBJECTIVES
1. QUANTITATIVE
*
Increase
The Sales.
* Increase
Frequency Of Daily Visits.
* Upgrade
Customer.
2. QUALITATIVE
* Settle Company Image
* Settle Good Relations With Pharmacists
* Imporve The Quality OF The Call
Plan your work .. Then
Work your plan
Plan The Call and Find
Out The Best Time
Prepare
* Approach
* Questions
to Uncover Needs
*
Benefits
to Satisfy Needs
*
Response
to Reactions
*
Use
Visual Aid
*
Closing
&Commitment
Remember
“A battle well prepared is half won”.
Napoleon Bonaparte
Right Medical Rep+Right Dr + Right time give
Awesome Sales
success and failure.
To Be Continued ....
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