Improving sales performance - 3 Strategies to improve any pharmaceutical sales calls

1. Provide a benefit to your client in his opening statement
If any of us had a dollar for every time someone from a mortgage company called us to try to refinance the mortgage would have a lot of money. Usually I just say that I'm not interested and politely hang up the phone. Some time ago I had a little 'a call to my house and say, "Mr. Price, I would take a few minutes of your time to ask some brief questions about your mortgage to see if you can save up to $ 500 a month . "I agreed to give him time because he let me know that I could save up to $ 500 per month. Who would not! The advantage of saving has prompted me to give him the time he asked. Never open a sales call without giving benefits to the customer.

2. Also present benefits with features
One of the biggest mistakes I see representatives will not do is quote a benefit after each function. In the pharmaceutical industry is estimated that the vendors mentioned 7 features for each transaction 1. In focus groups, physicians tell us that listening to sales representatives, when they say: "What this means for you is ..." or "The benefit to the patient ..." I have actually seen this happen in RPGs. The doctor was looking at his notes, and the representative would have said, "Doctor of the benefit to you is ..." and the doctor would look up. I have seen so many times it's fun for me. This is true for two reasons, firstly the customer is shocked by the fact that a representative indicated a benefit and other benefits solve the problems. When you say directly that the benefit to the customer that will solve a problem for them that they will listen. It 's all about what is important to your customer. Focus on how to save a benefit for each feature of your product in the coming weeks.

3. Ask the customer to take legal action in Collapse
If you did a good job to solve a problem for your customer, this will be easy. The reason for closing is so scary is because we walk away and say: "Doctor, you should use the product because it is faster action, more durable and covered in most managed care plans." So ask your doctor to use it. Well, if you are experiencing terrible side effects from the medication you are using and you just want to see if your drug has the same side effects. His statement did nothing to solve his problem. Closing is simply asking the customer to implement the solution using the product. You might say: "Doctor, based on the fact that the drug X has no side effects of your medication today, would your X start using the drug for patients with allergies?" Never be afraid to ask the customer to implement the solution. It will tell you if the product is sold as the solution. If they refuse then ask them what information they need to be able to use the product.

In the coming weeks to focus on the addition of these three strategies for each sales call. Before going into your sales call, the call to try to ensure all these elements are present. After the call, ask yourself if you run these items during the call. If you're successful implementation of these strategies will succeed in gaining more business from customers .......