This book is all about Opening, Exploring, Satisfying and Closing, which are the four basic skills in professional selling. This book is useful for all Drug representatives and first line sales managers of pharmaceutical companies. You can learn and improve the selling skills which will help you to achieve your sales budget. The Manager can help their Drug representatives to improve their selling skills. I am certain it will ultimately help you achieve your corporate objectives.
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- Opening
- Rapport building
- Rapport building in pharmaceutical selling
- Rapport building techniques in pharmaceutical selling
- Rapport building outside the Doctor chamber
- Rapport building inside the Doctor chamber
- Purpose of the opening
- When to open the call
- How to open
- Introduce yourself
- Uncommon ways of opening
- Opening for the coach
- Summary of Opening skill
- Share the key learning
- Exploring
- Why Exploring?
- What is a need?
- What is a need Gap?
- Types of needs
- When to Explore
- How to explore
- The Characteristic of good questions
- Types Of questions
- Exploring Techniques
- SPIN
- ADAPT Technique
- Listening (Six guiding principles)
- Exploring rating of Medical Representative for coach
- A Summary of Probing skill
- Share the key learning
- Satisfying
- What is ‘satisfying’?
- When to Satisfy?
- How to Satisfying
- Respect the customer’s needs
- Provide appropriate feature and benefits
- Check for acceptance
- SELL technique for effective Satisfying
- Supporting Rating of Medical Representative for coach
- Summary of Supporting skill
- Share the key learning
- Closing
- When to close
- How to close
- Avoid closing in the following ways
- Rating of Medical Representative for coach
- Summary of Supporting skill
- Share the key learning
Excellent.
One of the best books on pharma selling. It is very beneficial in today's competitive environment.
I have been a medical representative for some time, and I find this book interesting, relevant and reliable. Have actually recommended this to the new ones in our team. Great job.