Proficiency_in_Selling_Technique_of_Sales_Process
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| Proficiency_in_Selling_Technique_of_Sales_Process |
Personal Conformity
Personal
conformity in Proficiency in selling is another term for belief in what you are doing, and this is the
single most important key success factor. Research has found that the factor
that influenced all sales was that the salespeople believed in the company they
worked for, the products they were selling, had confidence in themselves and
definitely enjoyed their job. What the salesperson said to the customer, how
they said it, and how they presented it, all indicated personal conformity –
belief in what they were doing.
How often have you said to
yourself; “ This customer won’t buy my product because….”
If you imagine that you will
fail in this way, then it is impossible to success.
Someone once said;
- If you think you are beaten, you are.
- If you think you dare not, you don’t.
- If you’d like to win, but think you can’t, it is almost certain you won’t.
- If you will yourself to achieve your objectives, then you will succeed.
- Let yourself be influenced by what you can do. Visualise your success.
A good example of mind over
matter is the man who walks over hot coals without burning his feet. How does
he do it ? Somehow, because he believes he won’t burn his feet, he doesn’t. An
extreme example; yet it shows what you can do once you set your mind to it.
Positive Mental Attitude :-
A positive mental attitude in Proficiency in Selling will reinforce belief and helps us to look at what we can achieve. There are examples
of people, in many walks of life, with positive mental attitude and they are
all winners.
How often have you seen
batsmen slapping their bats against one another when one of them has hit a four
or a six, or a batsman swinging his bat in the air to reassure himself? In this
way they focus on their strengths and continue to reduce their limitations.
Similarly, if you have a positive mental attitude, success at a call is made
more achievable.
Change Attitude
Market
The world around you is changing
at a fast pace and you have to keep up with it. If you don’t adapt to the
changes, you will soon be outed.
Recent globalisation efforts
and the development of hi-tech communication methods have made the world
smaller and seamless. This makes life more competitive in every sphere. please continues read complete the proficiency in selling technique of sales process.
Global economy has an impact
on each country’s own economic performance. As global accounts make their entry
into the markets, business undergoes a change and the terms of business with
the individual companies are challenged for uniformity across borders.
This becomes even more
pronounced as technology connects organisations across the world via
satellites.
Customer
Customer are also rapidly changing their own business terms
with exposure to the environment through the media, television in, the Internet
and travel to other countries.
Health care organisations are
making their way into various countries and establishing their business in
global terms. This force us to learn to sell in a more sophisticated manner, in
a way that will be acceptable to this new group of customers. Similarly,
customers in local markets are resorting to collective bargaining and forcing
manufacturer-suppliers to agree to their buying terms. For example, doctor are
upgrading the treatment and service they offer in terms of quality of the
clinics, range and price of therapies available, plus offer facilities like
patient education program, treatment follow-up appointments and so on.
Direct Customer
The direct customer are also
going through a change in terms of buying behaviour. Self-medication is becoming
the norms, due to a busy working schedule and costs of doctor consultation.
Patients are asking for the most cost-effective therapy. More health education
is becoming available and thus customer choice is undergoing change.
Change is therefore the
essence of life. In order to adapt oneself to a changing environment, attitude
is essential.
Look Professional
The salesperson should look his/her part. Here are a few
tips:
- The first two minutes with your customer are the most important and it is vital to create a positive impression at this stage.
- If you fail now, you are unlikely to make a sale – in fact as many as 50% of all sales perish in the first minute!
You would be reluctant to buy
goods that are badly wrapped out of concern for the contents. Similarly, the
customer will be reluctant to buy from you if you are untidy in appearance. The
fact that you work for a successful company with excellent products should be
reflected in your appearance.
Use the interview rule! Dress
to impress but not overwhelm! A good way of gauging your dress is to ask
yourself; “ Would I wear this to an interview?” if the answer is no, think
again.
Be Confident and Calm:-
Confidence is vital for all
selling and probably even more so when selling products. If you are not
confident that your product is the best, how can you expect your customer to
have confidence in the product or in you, the salesperson?
Staying calm is essential. It
may be that most important customer on your territory is almost about to say
“yes” to your product but try not to jump up and down and get over excited!
This will probably scare the customer into thinking that he or she is the only
person ever to agree with you! So stay calm. Act as if you enjoy major opinion
leader status all the time!
Be Assumptive and Assertive :-
Being assumptive means almost
taking for granted that the customer will buy your product, but be care full
not to assume too much soon. Assumptive behaviour and language goes along with
confidence, for example, you are fully confident that your product will help
this customer. Similarly, there is the need to be assertive, but by this we do
not mean crossing the line into aggression. Being assertive is all about
respecting the rights of the customer while not compromising your own rights.
As a salesperson that the customer has agreed to see, you have certain rights. By
asserting your rights you are showing that you are a professional. So do not
disappoint the customer. Go in head held high and sell like a professional.
Empathy
The dictionary defines empathy as:
“The
power of understating and imaginatively entering into another person’s
feelings.”
At times we are asking
customers to make very big and important decisions regarding consumer
purchases. Some of these decisions may not be easy and therefore being
empathetic or trying to look at things from the customer’s point of view, is
very important it will show that you are
interested and understand their position, and this can only help to build
mutual respect. From a base of trust and respect, selling becomes a lot easier.
The proficiency in selling
workshop will provide you with the tools to maximise your own personal
conformity and positive mental attitude, which will enable you to sell
professionally and successfully.
Preparing for this Workshop
On the following pages, you
will find a product profile for “LoACE”.
“LoACE” is a fictitious,
anti-hypertensive ACE inhibitor that we will work with during the workshop
Please study the “LoACE”
product profile before you attend the workshop. This will ensure that you are
in the best position to work this product to develop your skills in the
workshop activities.
LoACE Product Profile
Customer type: general physician
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Product: second-generation ACE inhibitor
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Feature
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Benefit
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Proof
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Belongs to a therapy class
of tried and trusted triple-action products which reduce blood pressure
effectively by preventing the formation of angiotensin II, suppressing
secretion of aldosterone and increasing circulating bradykinin
Peripheral resistance and
artificial pressure are reduced promoting normalisation of blood pressure.
Effective therapy for hypertension across a wide range of severity.
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You can use one product.
With confidence, to treat a wide range of patients presenting with first time
hypertension of any degree.
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Clinical paper – blood
levels in healthy volunteers.
Clinical paper-multicenter,
GP comparative study in 678 patients with mild to severe hypertension.
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LoACE has been specially
formulated to reduce the incidence of the chronic, dry cough which is the
dose related side effect most commonly associated with ACE inhibitors.
In common with other
products in this therapy class, LoACE produces a very low incidence of
metabolic side effects
Side effects generally
mild.
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Allows you to an ACE
inhibitor at appropriate doses, even in patients who have previously
displayed poor compliance because of the chronic dry cough side effect.
Patient quality of life is
not compromised
Patient compliance is good
even when higher doses are used.
Doctors time is not wasted
on re- visits
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Clinical paper-multicenter,
GP comparative study in 678 patients with mild to severe hypertension.
Persistent dry cough in
patient treated with ACE inhibitor- article in medical journals, December
1999
Side effect profile chart
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The anti-hypertensive
effect is dose related. Three presentations are available – 12.5mg, 25mg,
50mg
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You can literate dosage
easily and manage different degrees of hypertension with only once product
Allow you to adjust
patients therapy according to their needs without having to change the
product you prescribe
Help you to limit the
number of anti-hypertensives you prescribe/stock and makes it easier to keep
track of your prescribing
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Data sheet
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Dosage
recommendations
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Clinical
paper-multicenter, GP comparative study in 678 patients with mild to severe
hypertension.
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Convenient, once daily
dosage, small, easily swallowed tablet presentation in three strengths.
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Patient compliance is good
even when higher doses are used
Patients are happy with
their treatment.
Patient are happy with
doctor.
Doctor time is not wasted
on re-visits.
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Sample pack
tablet/dosage recommendations.
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LoACE is a premium-priced
product, reflecting the significant levels of R+D involved in reducing the ‘cough’
side effect.
This is a major,
‘state-of-the-art’ product enhancement, which shows the commitment of our
company to improving the quality of life of patients on long-term therapy.
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You will be seen to be at
the forefront of medicine.
Demonstrates your interest
in your patients and their quality of life in addition to treating their
symptoms.
Gives you confidence to be
working with an innovative company which constantly strives to improve the
quality of patient therapy.
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Rang of adjuvant products,
including anti-smoking, anti-diabetic and lipid lowering therapies.
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You can combine drug and
non-pharmacological therapies and provide a more holistic approach to your
patients.
Your job satisfaction
levels are raised along with your image.
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Product range
booklet
· adjuvant therapy materials
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“Health
promotion” materials on diet, salt intake and exercise.
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ADDITIONAL NOTES FOR ROLE-PLAY SESSIONS ‘B’ & ‘C’
Product: second generation ACE inhibitor
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Feature
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Benefit
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Proof
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Lo ACE has a highly
selective action which operates predominantly on receptor in cardiac and
arterial smooth muscle fibbers
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Any-hypertensive effect is
maximised
Side-effects are minimised
No impairment of erectile
function
No reported dizziness or drowsiness
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· Clinical paper-blood and tissue levels in healthy
volunteers
· Clinical paper-multicenter, GP comparative study in
88 male patients with mild be several hypertension who had previous
experience of sexual importance as a result of anti-hypertensive therapies.
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LoACE is an effective
anti-hypertensive in long term use and is progressively protective,
especially in terms of its effect on cardiac function
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Patient’s hypertension is
well controlled, and they do not continue to deteriorate in the longer term.
Their cardiac function is improved,
and they show less tendency to develop left ventricular failure-LVF (heart
failure) thereby improving long-term prognosis, quality of life and reduction
in longer terms healthcare costs
Can be used with confidence
in patients with LVF
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·
Clinical paper
– follow up of 408 patients treated for more than two years with LoACE
· Clinical paper – effect of LoACE in 227 patients
with left ventricular failure.
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LoACE, in recommended
dosages:
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Has no
significant adverse interactions with other drugs, e.g.
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Anti-diabetic
agents.
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NSAIDs
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Bisphosphonates
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Anti-Parkinson therapies
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SSRIs &
MAOIs
See
data sheet for full listing
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Can be prescribed safely
for patients with concomitant disease, e.g. diabetes, osteo-arthritis and osteoporosis,
depressive illness, parkinsonism
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·
Data sheet
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Dosage
recommendation
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Clinical paper
– multicenter, GP comparative study in 678 patients with mild to severe
hypertension.
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Limitations of LoACE
LoACE is premium priced at
30% higher than conventional first-generation ACE inhibitors. Action is
progressive. Full anti-hypertensive effect is reached after three-to -four
weeks therapy. LoACE is not approved for use in pregnancy or in women who may
be or may become pregnant (teratogenicity has been neither proved nor disproved
in human, even though mouse studies show no potential for birth defects.
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