Professional basic selling skills

Professional Basic Selling Skills Professional Salesman Professional Sales call Prepared by: SHAHZAD AHMED CHOHAN MIO

PROFESSIONAL ,[object Object],[object Object],[object Object],[object Object]

Our Job Description ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Responsibilities Building up your loyal doctors. Following up the pharmacies in your area. Maintaining a doctor~pharmacies link. Monitoring your success through your sales figures. Keeping contact and follow up the distributors. Follow up the doctors prescription rate either on daily or weekly basis. Open New are to expand your Coverage and Sales. Keeping your eye on centers and Hospitals that make bulk sales. Introducing your products in different area.

Ideal Medical Representative APPEARANCE: Personal (Hair, Nail, Beard and Cloths) Bag, Visiting Cards SMILLING: Healthy Smiling Break the Ice ENTHUSIASM: Contagious Confidence: Self Confidence------Confidence in the Company & in the Product The successful salesperson is not a “Good” or “Fast talker” the opposite is true – he is a good listener.

Selling Aids & Tools ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Selling Call Frame ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

1) Prospecting ,[object Object],[object Object],[object Object],[object Object],[object Object]

2) Territory Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

a) Types of Information ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

b) Source of Information ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

3) Pre-Call Planning ,[object Object],[object Object],[object Object],[object Object]

4) Opening Techniques ,[object Object]

a) Tools to Enhance Attraction ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

5) Probe? ,[object Object],[object Object],[object Object]

a) Open Probe ,[object Object]

b) Closed Probe ,[object Object]

c) Need And Opportunity ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

6) Closing ,[object Object],[object Object],[object Object],[object Object]

7) Objection- Customer Concern ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

a) Objections ,[object Object],[object Object],[object Object]

b) Why does a Prospect Object ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

c) Overcoming Objections ,[object Object],[object Object],[object Object],[object Object],[object Object]

d) Plan for Answering Objections ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

1-Customer Indifference ,[object Object],[object Object],[object Object]

a) How to Overcome Indifference? ,[object Object],[object Object],[object Object]

2-Skepticism ,[object Object],[object Object],[object Object],[object Object],[object Object]

3-Misunderstanding ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

4-Drawback ,[object Object],[object Object]

a) Resolving Drawbacks ,[object Object],[object Object],[object Object],[object Object]

8) Post Call Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Basic Strategies for Sales and Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Basic Strategies for Sales and Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object]

Professional basic selling skills

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Professional basic selling skills