Welcome to Sales Module 2 in The Web-Based Sales Improvement Program

1. Sales Module 2 Welcome to Sales Module 2 in The Web-Based Sales Improvement Program from SalesTrainingTV, a Subsidiary of Contact Based Selling

2. Sales Module 2 • Sales Module 2 • SELLING LIKE A DOCTOR vs PHARMACIST WANT SELLING (PHARMACIST) vs NEED SELLING (DOCTORS)

3. Sales Module 2 WANT SELLING (PHARMACIST) • Want Selling Means: • Focusing on the seller and their products and services • Becoming an outstanding presenter • Taking the easier route • Less time • Less stress in the sales process • Less arguing (what objections are there when the client is dictating what they’ll buy) • Smaller sales • No lasting relationships

4. Sales Module 2 NEED SELLING (DOCTORS) • Need Selling Means: • Focusing solely on the prospect and their needs • Becoming an outstanding listener as you do a thorough analysis • Takes more time and energy • Can be challenging since what people NEED is often more substantial and expensive than what they WANT • Closing may be more stressful • Solutions will be larger • Sales will be larger • Relationships will last longer

5. Sales Module 2 • PHARMACISTS ARE THE OLD TYPE OF SELLING.. • DOCTORS ARE THE NEW TYPE OF SELLING • Why do MOST people take the role of Pharmacist seller? • It’s faster…it’s easier…and less potential conflict • The problem is…MOST clients have no idea what they NEED…only what they WANT

6. Sales Module 2 Since there IS so much deception and avoidance of conflict.. What do we do? Time to become a Psychiatrist!

7. Sales Module 2 • Enter The Psychiatrist... • How the Psychiatrist Thinks: • This is about the patient, not about me • The more of “me” there is in the room, the less effective I will be • I will check my ego at the door, and become focused solely inside the thoughts, ideas and inner-mind of the patient • I do not need to be liked to be effective (remember, it’s not about me) • I understand the deceptive nature of patients and their masterful ability to cover reality and their deep, dark secrets • I will control the situation through constant questioning

8. Sales Module 2 • Enter The Psychiatrist... • How the Psychiatrist Thinks, continued: • I will refrain from making statements, and stick to questions • It doesn’t matter what I think…only what the patient thinks • It doesn’t matter what I feel…only what the patient feels • I will refrain from making statements, and stick to questions I will lose all personal value judgments attached to subjective words, and seek to understand the patients value judgment to those words (i.e. little “little depressed”, really “really happy”, somewhat “somewhat satisfied”) How is this different from the way most salespeople think?

9. Sales Module 2 • The Secrets of the Couch… • (and some tricks of the trade) • The secret is inDETACHMENT…and complete FOCUS on the patient and their concerns, dreams and desires • To achieve great focus, you must become an expert listener • BECOMING AN EXPERT LISTENER: • Strategy One: Don’t understand what people are saying the first time they say it. Ask for constant clarification (even when you’ve heard the client)…use the word, MEANING • Strategy Two: Do a lot of writing -- attempting to write longer than the client talks…what does this demonstrate for the client?

10. Sales Module 2 • The Secrets of the Couch… • Other Deep-Listening Phrases to Add to Your Arsenal: • “Can you go into that a bit more?” • “Interesting…can you talk more about that?” • “By ___________ (pick any word they’ve said)…what do you mean?” • “I’d like to explore than a bit…can you expound on ___________?” • “That’s an interesting take…can you tell me more about what that means?”

11. Sales Module 2 • Bennett’s Three-Foot Bubble Concept • People live inside their bubbles…listening to their own thoughts, day-dreaming, planning, etc. • Talking AT people chases them inside their bubble • Asking questions pulls them out