Online Selling Skills Course

Personal Selling

2017-09-18T05:24:00.000+02:00

Course Objectives:-Upon successful completion of this course, participants should be able to:

Master prospecting skill.
Have well established planning skills.
Have well established criteria needed for setting goals and sub-goals.

Master different communication skills and their usability.

Resolve area of customers' concern.

Close the call by getting the commitment of the customer to use your product.

Program Includes The Four Corners Of Selling: -

1-Knowledge (product-competitor... Etc.)& Marketing Intelligence 5 Rs’

2-Selling Skills.

A-Planning process, including:

Setting Objective.

Sales action planning.

Time Planning.

Time well spent.

Territory Management.

B-Communication Management.

Communication Skills Matter.

Communication Ingredients include:

Speaking

Listening

C-Handling Customers' attitude

D-Close Sales Call
3-Attitude.
4-Evaluation.

Key Account Management

2016-07-22T12:43:00.000+02:00

is estimated to be 7x easier to sell to an existing account than it is to open a new account.
A company’s customers are their most critical asset and planning for their success is critical. Revenue concentration, whereby a small number of accounts contribute the majority of the revenue, is the norm in today’s marketplace. These key account revenue streams need to be defended and expanded. sales geographies, other companies, even other industries.
Key Account Planning is focused on determining an account’s attractiveness score, performing an account opportunity assessment, recruiting the identified customers into a key account program, and growing the revenue, profits, and satisfaction levels with this set of customers.

Key Account Programs Produce the following Benefits:

Higher customer loyalty
An increase in revenue from key accounts
Lower customer churn
Better product mix

Introduction Of Selling Skills

2015-01-25T23:30:00.000+02:00

Nowadays, selling skills are very important for people working in personal selling and/or personal promotion; Find her an introduction of selling skills.
Would you please contact me whenever you have any comment / concern.

Learning Theories

2015-01-22T23:30:00.002+02:00

Learning is the result of participant digging for information/skill.
It’s not what the trainer present.
People can't be taught, they can be stimulated and helped to learn.
Learning has not occurred until behavior has changed.
Be open minded, open head.
Readiness to change, ready to learn.
I hear and I forget.
I see and I remember.
I do and I learn.
New learn, is a new earn.

Learning proverbs:

New learn, is a new earn.
Keep learning every time and everywhere:
Seek knowledge from the cradle to the grave,
Seek knowledge, even in China.

The Four Corners Of Selling

2015-01-22T23:30:00.001+02:00

I believe that any job need the following four essentials:

1-Knowledge &Market Intelligence 5 R'S
2- Skills
3-Attitude
4-Evaluation

knowledge

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Knowledge includes a wide variety of data includes, but not limited to:
1-Productknowledge.

2-Competitor knowledge.

3-Territory knowledge

Product Knowledge

2015-01-22T22:30:00.001+02:00

Should be known by 100% as well as competitors' knowledge

To adjust your message against them.
-Why does the doctor use your product?
-What's the benefit do you sell?
-You must be able to point out to the doctor:

1-Your product's benefits.

2-Your Competitive Advantage.

1-Your product's benefits.

2015-01-22T18:30:00.000+02:00

Product Benefits Represented in "SPACE " word as follows:
S Safety: in some condition safety dominates e.g., medication during the gestation period
P Performance
A Appearance
C Comfort
E Economy

2-Your Competitive Advantage.

2015-01-22T09:00:00.000+02:00

Know your competition.
Know in which areas your competitor superior and in which areas you competitively inferior.
Then creatively imitate your competitor.
-If there is no reason why the doctor should prescribe your product, then he will prescribe your competitor.

-Remember that doctors have a strong tendency to prescribe for attractive and pleasant sales people.

Market Intelligence (5 R's)

2015-01-21T23:30:00.000+02:00

Market intelligence Includes:
R ight Doctor
R ight Product.
R ight Message.
R ight Frequency.
R ight Behavior.

Right Doctor (Prospecting)

2015-01-21T23:00:00.000+02:00

Sell to people who want what you have.
Customer who first:
1-acknowledge that they need, want and
2-can afford what we're selling, and
3-commit to buy from us at a specified time.
If we fulfill their Conditions of Satisfaction

Prospecting Criteria

Physician type/specialty.
Physicians' need /Personality.
Patient base/class.
Prescription patterns.
Potential for more than one product.
Use of your product /Responsiveness.
Reference (influence) group.
Working in different places.

Well, the closer a customer fits that description,the higher the probability he will buy from us.
Obviously we should spend most of our time and resources talking to this category of customers.
If you miss your R-doctor
You miss your business
There’s no potential doctor
Except ...for my product
We don't waste time trying to sell
A customer who probably won't buy from us.

Why waste the effort/resources?
That's a basic in Sales philosophy.

20% of your Right customer

Generate
80 % of your business

Right Product

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Right product has to satisfy customers‚
Need.
Want.
Demand.

Right Message

2015-01-21T22:00:00.000+02:00

Your message should:
1-Be based on customer need (specific patient)
And prescribing patterns.
2-Reflect your product benefit.
3-Match product benefits to doctor needs (specific patient).
4-Differentiate the product from its competitors.
5-Be at appropriate level and pace for customer.

6-Be adapt to unexpected situations.

Right Frequency

2015-01-21T21:00:00.000+02:00

At least visit twice /month
Your List shouldn’t contain more than

100 physicians

50 Pharmacists

Right Behavior

2015-01-21T20:30:00.000+02:00

Customers prefer to buy from pleasant, respectable, well prepared sales rep.

Selling Skills

2015-01-21T17:30:00.000+02:00

Selling: is getting someone to do what you want him to do,
The way he wants to do it Well and willingly.
Skills: are tools (Steps) used to make selling.

Skills important points:
1-If you don’t use a skill, You will lose it.
2-Skill should be sharpened otherwise, It will be dusty and rusty.
3-Preparation can compensate lack of talent.
4-It doesn't matter what you know about the selling skills, It counts only about what you do..
5-The more you do with what you do,
The more you get of what you have got.

Selling Skills Include:
1-Planning.
2-Time Management.
3-Territory Management.
4-Communication Management.
5-Detailing Sequence.
6-Handling Of Objections.
7-Closing Sales Calls.

Planning

2015-01-21T15:04:00.000+02:00

Planning:
Is deciding what to change today, so tomorrow will be different from yesterday.
If we don’t have any sort of plan, we aren’t going to be motivated to accomplish much.
-Plan your work and work your plan.
-People who fail to plan should plan for failure.
-Planning is an integral part of our life.
-No pain, no gain.
-Planning needs flexibility
Planning Process
-Setting Goals.
- Time Management.
- Territory Management.
- Action plan.

Goal Setting

2015-01-20T21:52:00.000+02:00

Objective: What do you want to accomplish during this sales presentation?

See the following examples of objectives

I want to lose weight.
I want to read more.
I want to learn swimming.
I want to increase the amount of sales I do with present customers and get new customers too.
I want to increase my annual sales by 100%
I want to increase my annual sales by 1%

What’s your opinion regarding these types of objectives?

Answer

Goal Setting

2015-01-19T18:53:00.000+02:00

As we see these vague, non-specific, objectives act as just wishes without clear determination.

Goal Setting

2015-01-19T18:00:00.000+02:00

I want to:

Increase my current volume of sales by 10 % and,

Added three customers, generating at least 5 % of my current volume,

Over the course of the next six months.

What's the difference from the last examples?

Goal Setting

2015-01-19T16:30:00.000+02:00

· Specific. 10% - three new customers.

· Measurable. The achievement or, Lack of achievement of the goal is readily determined.

· Realistic. The objective is doable

· Communicable. You and anyone can understand what do you mean.

· Challenging. The objective forces you to expand an extra effort.

· Time frame. You’ve set yourself a date.

That's what we say S.M.A.R.T goal setting....

S.M.A.R.T Goal Setting

2015-01-19T16:00:00.000+02:00

Meaningful objectives Vs./ wishes, desires, wants

The six parameters

Specific.

Measurable.

Realistic.

Communicable.

Challenging.

Time frame.

If you have very clear objectives

Half the job is done

If you haven't objective

Sorry, it’s better

Stay at home

Breakdown Into Subgoals

2015-01-19T15:00:00.000+02:00

• Once you establish your ultimate goal, the next step is to break it up into sub - goals.

• Break monthly sales goal into weekly, daily sales goals

• By this type of planning, you're striving to achieve your ultimate goal and…

• You can determine your progress on a daily or weekly basis.

• As you achieve each sub - goal successfully, you develop the habit of success and,

• Build your confidence in your ability.

HOPE

2015-01-18T05:13:00.000+02:00

H aveO bjectiveP reparedE very Time
Preparation
1-can compensate lack of talent
2- help you to be
Respected
Liked
Trusted
3-Help you to keep eye contact with customer.
4-Help you make good presentation (show).
Don’t prepare yourself to give sample
in advance of prescribing.

Prepare your self to make a dialogue
And then offer sample whenever possible

The Scientific Formula For Success

2015-01-17T23:30:00.000+02:00

Step 1: See your target.

Step 2: Keep it in your sight.

Step 3: Hit it (until you hit it)