TÀI LIỆU HAY VỀ KỸ NĂNG BÁN HÀNG (Selling Skills Presentation)

LONG TERM SUCCESS PRINCIPLES
If you are kind, people may accuse you of
selfish motives, be kind anyway
If you are successful, you will win some false
friends, succeed anyway
If you are honest, people may cheat you, be
honest any way
What you spend years building, someone
could destroy overnight, build anyway


LONG TERM SUCCESS PRINCIPLES
If you find serenity and happiness, people
may jealous, be happy any way
The good you do today, people will often
forget tomorrow, give the world your best
anyway
You see, in the final analysis, it is between you
and GOD, it was never between you and
them anyway
“Stephen Covey”


FUNDAMENTALS TO SUCCESS
We are used to asking God to give us “hasana
fiddonia walakhera”
We never ask for hasana in Akhra only
although it is the long-lasting.
That is because God created the world for
believers and disbelievers as well.

God created the world for us also
We have to pay good effort to gain hasana of
eldonia
We are in the beginning of information and
globalization era and it is not late to coupe
with it
“Mahatier Mohammed”
GENERAL PRINCIPLES FOR TRADING
Trading is give and take
Respect for private properties
Violating the rights of others is forbidden
Fairness in cases of need and weakness
Satisfaction is the basis of treatment


.You are representing your company
.
.Visiting doctors concerning to your
products
.
.Conveying company message to
doctors
.
.Building up your loyal doctors
.Following up the pharmacies in your
Area
.Maintaining a doctor-pharmacies link
.Watching your product market growth
And its share between competitors
.Monitoring your success through your

Sales figures
.
.
.
.
.
.
PERSONAL (HAIR, NAIL, BEARD AND CLOTHS)
BAG, VISITING CARDS.
HEALTHY SMILING BREAK THE ICE
CONTAGIOUS
Self confidence
Confidence in the company
Confidence in the product
Detect how the others think and need
OPENING TECHNIQUE
 Opening :
how you and the customer engage in a dialogue that
generates interest in your products and agree on what will be
covered during the call.
At the beginning of any sales call, you want to establish a
comfortable tone that sets the stage for an open exchange of
information
your task is to open the call in a professional ,personal manner
.by referring to a prior meeting ,or mentioning a magazine
article or news story you have read recently ,you give the
physician a reason to continue the conversation .you set the

context for your meeting and earn the right to continue.
HOW TO OPEN A CALL
1. State the purpose.
2. State the value .
3. Check for acceptance.
Stating the purpose and value it to the customer by making a general benefit
statement .First ,you state the purpose of the call and relate it to your
product .Next ,you state the value of that purpose to the customer.
Checking for acceptance after stating the purpose and its value to the
customer ,make sure the customer agrees with the purpose you have
proposed and doe not have anything to add.
Ensure that you and the customer move forward
together
TOOLS TO ENHANCE ATTRACTION
Smile
Firm handshake
Speak clearly
Pronounce the name correctly
Use the customer name
ATTRACTION OBJECTIVES
Gain attention
Awaken the need
Qualify the prospect
Prepare for the main idea
ATTRACTION METHODS
Introductory
Patient benefit
Question
Numerical
Referral

Flattery
PROBING
PROBING
:
…………
PROBING
PROBING
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SKILLS OF SALES CALL
Professional Selling
Need satisfaction selling
What is the Selling?
Is a process of uncovering and satisfying Dr needs
:Steps for Selling
.11-Recognize needs for your product
.22-Recognize opportunities
.33-Support your claims by products benefits
.44-Read buying signals
.55-Close at proper time
Effective product