Facebook   Twitter   Google Talk   Blog   LinkedIn   YouTube  
A  

Subscribe your E-mail ID for latest updates related to Pharma Website  
 

Selling Skills

Selling is a fun... It is a Universal art which one learns from practice. Theory and material regarding selling skills can also help in intensifying these skills. Pharma people sell their products directly to the Doctor, so they need strong grip on basics of selling and negotiation skills.

Pharmaceutical Selling Overview

Post By: Hussainz Posted Date: January 1, 2012

Pharmaceutical Selling: To become an effective revenue representative you need to have a strong comprehension of promoting principles. These principles give you the groundwork to comprehend why clients act the way they do and offer a guideline as to how to use your promoting expertise to conquer boundaries and improve revenue. 

Read More...
 

Pharmaceutical Selling - The Sales Cycle

Post By: Hussainz Posted Date: January 1, 2012

The Sales Cycle: A sales cycle is the stages that a typical customer goes through before agreeing to purchase or use your product.  Although the ultimate goal is sale, there are several stages which you must take the customer through before you can ask for the business.

The Stages are:

  • Introduction and Awareness
  • Identification
  • Knowledge
  • Evaluation
  • Decision

Read More...
 

Sales Cycle Factors

Post By: Hussainz Posted Date: January 1, 2012

Sales Cycle Factors: Keep in mind is that the time needed to move a customer through the sales cycle varies based on several factors:

  • Type of Product
  • Frequency of Sales Calls
  • Representative's Selling Skills

Read More...
 

The Customer Environment

Post By: Hussainz Posted Date: January 1, 2012

The Customer Environment: Before we discuss each stage and the selling skills needed, we will consider the customer environment. The healthcare customer environment and selling into it requires a significant amount of planning, preparation, persistence and versatility to be effective. As you will learn, time is a very valuable commodity in the healthcare office or clinic, and making effective use of your time is critical to move that customer along the sales cycle to a decision which is favorable for your product or service. The key to success in this environment is ensuring you are calling

on the right customer, the right number of times using the right message!

 

Why is it getting more difficult to get time with our customers?

Over the past several years, it has been getting more and more difficult to access customers in the healthcare industry, and those that can be accessed are giving less and less time to sales representatives. We will now have a look at some of the main reasons this is occurring:

  • Time Pressures
  • Lack of Monetary Gain
  • Number of Representatives
  • Lack of Value Seen

 

Read More...
 

Key Terms

Post By: Hussainz Posted Date: January 1, 2012

To be most successful as a healthcare sales representative, you must understand two key terms: 

  1. Targeting 
  2. Frequency

Read More...
 

Value or Needs Based Selling

Post By: Hussainz Posted Date: January 1, 2012

The key to value selling is to ensure that you are selling based on what is important to your customer and NOT just what is important to you.  During the training process, you will be given every possible advantage of the product you are going to be selling. The key to success on territory is finding which of those advantages are most important for each individual physician you call on. Many sales trainers talk about finding the physicians “hot button.” The hot button is a product’s features and benefits which are most important to a particular physician. Many new representatives just out of training will do a “data dump” or “product puke” which simply means trying to present two weeks of product training in five minutes. Instead of doing this, spend time trying to find out what is important to your customer (using your excellent probing skills) and then using the two or three features/benefits of your product that are most relevant. 

Consultative selling simply means selling as a consultant by involving your customer in discussion to ensure you are talking about areas that are important to them. Most adults do not like being talked “to” and would rather be involved in a discussion. Plus, this will allow you to gain much more information than if you were doing all of the talking. Based on the information you have received through consultative selling and probing, you will then use the appropriate sales tools to highlight the features and benefits your product offers which best match the customer hot buttons.

Read More...
 

Features and Benefits

Post By: Hussainz Posted Date: January 1, 2012

Features are simply things that are built into a product or service and cannot be changed. Examples of typical features of a healthcare sales product include:  efficacy, safety and price. Efficacy answers the question “does the product do what is says it will do?”  If a medication was designed to lower cholesterol by a certain percentage, efficacy is a measure of whether or not it does so in the manner described in the literature and communicated by a sales representative. Comparing the efficacy of two medications by a physician will often lead to him developing a preference for one over the other.  Safety is another area where products may differ. Safety is simply a comparison of the adverse effect profile between medications (contraindications, cautions, side effects). Price is self explanatory. Products rarely cost the same, and often higher priced products need to be sold more assertively to convince customers they are worth the extra money paid. 

Features by themselves do not sell a product. It is the benefit attached to a particular feature which will impact the customer and sell your product. The benefit explains to the customer why a feature is important and how it will help him, the patient, or the health care system. For example, consider a product which costs Rs. 50 a day for a patient. This feature (Rs. 50) will not sell the product. However, the benefit may be that the price is 25% less than the competitor’s product and this means that the physician’s patients (who may all live in a lower income neighborhood) may have more money in their pockets for other living necessities. Conversely, the Rs. 50 price tag may be more than what the competitors charge. However, your product may have data (which the other product does not have) which shows it reduces heart attacks by 30% which means a savings to the total healthcare system. As a sales representative, your goal is to find the feature that is MOST important to your customer (hot button) and then focus on explaining how the benefits of this feature are better or more pronounced than the competition. When deciding whether or not you have presented a feature or a benefit, ask yourself “so what”?  If there is an answer to the “so what” question that you just asked yourself, then you may have presented a feature and will need to go one step further to present a benefit. Keep asking yourself “so what” until you really have trouble answering it. You need to take a benefit down to a very basic level and be able to communicate it in a clear and effective way – using a visual aid to reinforce your message.

In addition, to make your features and benefits more impactful, many successful healthcare sales representatives “Paint the Patient Picture.” Painting the patient picture means helping the physician visualize exactly which type of patient in his practice will most benefit from your product. If you do this successfully, the next time that patient comes in, he or she may get your product and your sales will increase.

Read More...
 

Pre-Call Planning

Post By: Hussainz Posted Date: January 1, 2012

Imagine you are hired as a sales representative with a pharmaceutical company. On your first day on territory the company has not yet given you a list of physicians and chemists to call on, no addresses or phone numbers or instructions. Do you think you would be very effective as a sales representative? You eventually would figure out who to call on and where they are located through trial and error, but this would be a very ineffective and time consuming way of doing things.

Although this is an extreme example, the same thing occurs when representatives do not properly prepare before calling on target customers. It is essential to know where your customer is in the sales cycle and then plan how to move them closer to the decision stage in favor of your product. The reasons for pre-call planning very clear:

  • No Plan = No Result
  • Maximizes Use of Limited Face to Face Sales Time
  • Adds Value on Every Call
  • Prevents Surprises
  • Speeds up the Time to get a Sale

Read More...
 

The Sales Call

Post By: Hussainz Posted Date: January 1, 2012

The Sales Call: We will look at a typical call structure and talk about the expectations many companies will have of you when making sales calls on your customers.

  1. Opening the Call
  2. Presenting Features and Benefits
  3. Probing/Gaining Feedback
  4. Consultative Selling
  5. Objection Handling
  6. Closing

Read More...
 

Post-Call Analysis and Follow-Up

Post By: Hussainz Posted Date: January 1, 2012

After your healthcare sales call is completed, you will typically go to your vehicle to leave for your next sales call. Stop yourself before you start you car! Make your call notes and do a self analysis BEFORE you leave for your next call (if you have time). Once in their vehicle, the most successful healthcare sales representatives stop to ask themselves: “did I move the business forward?” and “did I achieve my pre-call objective?” If you want to be most successful in the healthcare sales industry, you must spend some time in your vehicle immediately after every sales call writing call notes and doing some self-analysis. By asking yourself if you have met your pre-call objectives, it will force you to carry out the self analysis needed to improve and become a top sales representative.   

If you achieved your pre-call objective, congratulations! Even if the call goes as planned and you gain the sale, you need to reinforce to yourself why things went so well (so you can repeat them). You should be able to take away something positive from every call that can help make your next sales call more successful. If the pre-call objectives were not met, you need to identify why the sales call did not go as planned. Often, by thinking more about the sales call (in your vehicle and away from the pressure of the call itself) you will be able to identify areas where you missed opportunities or did not present your products most effectively. This self analysis is critical to identifying areas of improvement for your next call with the same or other physicians.

Read More...
 

Conclusion

Post By: Hussainz Posted Date: January 1, 2012

Every company that is involved in sales will have a selling course that is slightly different in content, is delivered slightly differently and they will have different nuances associated with them. If you look closely at any actual selling model however, you will see that they are all very similar. What really makes any sales model work is you, the sales representative. The skill and ability to take a sales model framework and then fit it to your style and personality is what determines success. Having a positive attitude and being willing to learn and improve will allow you to have a successful career in sales. We hope that the tips and suggestions found here will help you find a successful career in healthcare or pharmaceutical sales.

Good Luck! 

Read More...
 

Comments

 
NEWS & EVENTS
Welcome to Hussainz' Pharma World
We are Proudly Launching our official website, An encylopedia of Pharma Industry of Pakistan...
Date: 1/1/2012 Read More..
 
Study Abroad!!!!!!!
Good New for Those who want to Study Abroad... Hussainz will help you to get admission in Universities of USA, UK, Australia, Canada and Korea. For More Details Call @ 0333-7466890 or E-mail us @ info.husainz@gmail.com
Date: 3/2/2012 Read More..
 
Daily SMS Alerts of PharmaWorld
To get sms alerts of Pharmaworld.pk Type Follow Pharmaworld_pk and send it to 40404 Please forward www.pharmaworld.pk
Date: 5/1/2013 Read More..
 
Want to Get Free SMS Job Alerts?
If you want to get free Job alerts of Pharma Industry on your mobile phone then just type - Your Name - City - Company (If working at Pharma) OR - Degree Program (If Student) And send to 0333-7466890
Date: 1/1/2012 Read More..
 
Attention Employers!!!!!!!
You can post your Vacant Positions at Hussainz' website directly by using "Post a Job" option.
Date: 1/15/2012 Read More..
 
Looking an Employee for Vacant Position?
We will provide u ideal candidates,according to ur requirements. Contact us @ info.husainz@gmail.com ~Hussainz~
Date: 1/16/2012 Read More..
 
Hussainz Launched its Website
Date: 1/1/2012 Read More..
 
Dear Pharma People!
Some People r Misusing Our Name & demand Fee for Job & Interviews. We dont charge from Candidates,Plz Discourage them. Thanks, ~Hussainz~
Date: 3/1/2012 Read More..
 
Hussainz at Facebook
Get connected with Hussainz on Facebook. Like our facebook page and get alerts, news and event invitations.
Date: 1/8/2012 Read More..
 
Certificate Training Program For Medical Representatives
Pharmaworld announces "Certificate Program for Medical Representatives"... Very Economical Fee Structure, Job Placement after Training, Career Counseling, Language Classes, Computer Skills Training and much much more.. For more de
Date: 12/15/2012 Read More..
 
advmain_99_16.jpg

   
OUR VALUED PARTNERS  
C
 
 
E