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SELLING SKILLS

SELLING SKILLS. Mainly By M.SOHAIL BAJWA & Little Contribution By SHAHID LATIF. SELLING SKILLS. AN OVERVEIW REGARDING PHARMACEUTICAL SALES PROMOTION. TRADITIONAL SELLING PROCESS. OPENING. “IS THE SKILL OF ATTAINING CUSTOMER,S ATTENTION .”. STEPS OF “OPENING”.

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SELLING SKILLS

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  1. SELLING SKILLS Mainly By M.SOHAIL BAJWA & Little Contribution By SHAHID LATIF

  2. SELLING SKILLS AN OVERVEIW REGARDING PHARMACEUTICAL SALES PROMOTION

  3. TRADITIONALSELLING PROCESS Mainly By M.SOHAIL BJAWA & LITTLE CONTRIBUTION BY SHAHID LATIF

  4. OPENING “IS THE SKILL OF ATTAINING CUSTOMER,S ATTENTION .”

  5. STEPS OF “OPENING” • IDENTIFY A KNOWN OR PRESUMED NEED • PROPOSE A FEATURE OR BENEFIT THAT SATISFIED CUSTOMER’S NEED Mainly By M.SOHAIL BJAWA & LITTLE CONTRIBUTION BY SHAHID LATIF

  6. PROBING “IS THE SKILL OF QUESTIONING TO UNCOVER CUSTOMER NEEDS AND CONCERNS”

  7. TYPES OF PROBES OPEN PROBE CLOSED PROBE

  8. STRATEGY FOR PROBING START WITH OPEN PROBE THEN SWITCH TOWARDS CLOSED PROBES

  9. REINFORCING “IS THE SKILL OF SATISFYING CUSTOMER NEEDS WITH PRODUCT FEATURES AND BENEFITS”

  10. STEPS OF “REINFORCING” • PARAPHRASE THE CUSTOMER NEED • PROPOSE A FEATURE AND BENEFIT THAT SATISFY THIS NEED Mainly By M.SOHAIL BJAWA & LITTLE CONTRIBUTION BY SHAHID LATIF

  11. GAINING COMMITMENT “IS THE SKILL OF OBTAINING THE CUSTOMER’S AGREEMENT TO ACT”

  12. STEPS OF “GAINING COMMITMENT” • REVIEW THE BENEFITS ACCEPTED BY CUSTOMER • ASK FOR ACTION Mainly By M.SOHAIL BJAWA & LITTLE CONTRIBUTION BY SHAHID LATIF

  13. TYPES OF REQUESTS FOR “ACTION” • TRIAL USE • CONTINUED USE • EXPANDED USE Mainly By M.SOHAIL BJAWA & LITTLE CONTRIBUTION BY SHAHID LATIF

  14. DEALING WITH RESISTANCE A COMMON SITUATION

  15. TYPES OF “RESISTANCE” • MISCONCEPTION • REAL OBJECTION • LACK OF INTEREST • SCEPTICISM Mainly By M.SOHAIL BJAWA & LITTLE CONTRIBUTION BY SHAHID LATIF

  16. MISCONCEPTION IS A CUSTOMER’S INCORRECT NEGATIVE ASSUMPTION ABOUT YOUR PRODUCT ,DUE TO LACK OF INFORMATION

  17. STEPS FOR DEALING WITH MISCONCEPTION • PROBE TO CLARIFY CUSTOMER’S NEED • TACTFULLY PROVIDE CORRECT INFORMATION • EMPHASIS THE POSITIVE INFORMATION YOU HAVE PROVIDED Mainly By M.SOHAIL BJAWA & LITTLE CONTRIBUTION BY SHAHID LATIF

  18. REAL OBJECTION “IS RESISTANCE BASED ON A LEGITIMATE SHORTCOMING OR DISADVANTAGE OF YOUR PRODUCT”

  19. STRATEGY FOR DEALING WITH “REAL OBJECTION” • PROBE TO CLARIFY CUSTOMER’S CONCERN • ACKNOWLEDGE CUSTOMER’S CONCERN • REDUCE IMPACT OF SHORTCOMING ON THE CUSTOMER • EMPHASISE THE BENEFIT OF THE PRODUCT Mainly By M.SOHAIL BJAWA & LITTLE CONTRIBUTION BY SHAHID LATIF

  20. DEALING WITH LACK OF INTEREST DISINTEREST IN YOUR PRODUCTS BECAUSE OF SATISFACTION WITH A COMPETITOR’S PRODUCT

  21. STRATEGY FOR DEALING WITH “LACK OF INTEREST” • USE A SERIES OF CLOSED PROBES TO UNCOVER CUSTOMER’S NEED • ESTABLISH AN AREA OF DISSATISFACTION WITH THE COMPETING PRODUCT • HIGHLIGHT THAT FEATURE OR BENEFIT OF YOUR PRODUCT THAT SOLVES THAT SHORTCOMING • THEN REINFORCE IT Mainly By M.SOHAIL BJAWA & LITTLE CONTRIBUTION BY SHAHID LATIF

  22. SCEPTICISM IS DISBELIEF THAT YOUR PRODUCT CAN REALLY PROVIDE A BENEFIT THAT YOU CLAIM

  23. STRATEGY FOR DEALING WITH “SCEPTICISM” • EMPHASIS THE BENEFIT IN QUESTION • PROVE THE BENEFIT(introduce the clinical study, paraphrase key passages) • EXPLAIN THE EBENFIT Mainly By M.SOHAIL BJAWA & LITTLE CONTRIBUTION BY SHAHID LATIF

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