You are on page 1of 96

m 



p  

Y    
 Y  
p 

Ô 

? m
    
? M       Y 

 

î   
   



     V    
M    

    m 

p 




 
    

 À
 




p 

2 



 




 

 
 

 
 
  

   


p 

2 




 

   


 


 





 






    
p 

  ?
?
 
p 

{ 
   


  


? J    
 
? 
     M     
 
?    
? p!      M     
? "   
 #  
? Y   
p 

{

?    V

?    

?    V

?    V

?    

?   
VVV

p 

{ 
To o ou    o o  


? J        
?       $      


p    
m m 

p 



m m 
   
 % %   
  

V

p 

m
 
m 

p 

  

 

 
 

 

   


 




p 

 

p 

{


m  
 m

  
m  

p 

{
!
2  Õ 

Ú Õ


   Õ

 
Õ 

    

p 

{
!
2

 


J 
    
m    
m   

p 

m 

p 

{



   

?  
 !  
  &

?      


 &

p 

{



 

  

? a 
? m 
?     
? ' (
    

p 

m 

{ 

½  p  
 
M   Y
  
M  p) 
 
J      M  r  
M        

p 

{
"

   

?      *!  &  


 
&

?  %
       &

?   
  &

?      *"


 &
p 

m 
"

 
  

?   
? 
  
? ½  
? ' (   
? + 

p 

{
 "


     
 

? m 
? M   
? 

    
?   ) 

p 

{
? 

‰   
‰ ,       

  
‰ -      
‰ a      
‰ .    
‰    * 


 
p 

{




? M    
? + % %% 
/a

 

V
 


 
p 

{ 
   


  


? J    
 
? 
     M      
?    

p 

 î

p 

 !  


p 

{
   
 


?   0    1


? 
  0  1
?    
     
     1

p 

 î
 V  
  

  
 



Î
 
 
 


p 

{ 
   


  


? J    
 
? 
     M     
 
?    
? p!      M     

p 

The golden rule of sales call
the presentations͛ technique§

J    m       2
   2
   

p 

J   

 
ü2
p 

    %   %   ?
  

?
$# 

 
  ?
?
%# V  


 ?

p 

,  
 )

p 

 )  %& &"& && ?
)     ?
  

 

 ?
 
 
& 
   ?
    
  
 ?


 & 

%# 
 
 ?

p 

)      3pm'   §§
 
        
  
   '  
   

  & 

 

   
 

  
'  

   
   
    


 

 
 



p 

  )     p      §
p    

m )     %  


   4   

p 

{

  
 


#( 

%#)  




  

 

  

*   


+ 
 

p 

 
  

p 

Ôhy we need to
be an active
listener ?
p 

There was some interesting research that indicates ?
that :
        ?
+        ?
.        ?
-      ?
a

      §§§§§§§§§§§§§§§§§§§§§§§§§§§§§§§ ?

p 

 "  !
 "   !
†      111   
†    
     

†    
† )  
  !   
  
†   

   

p 

The golden rule of sales

J    m       2
   2
   

p 

m   
 

p   

There are many factors must be
taken in consideration to satisfy
the customer͛s needx
å( "   & ?

5(  #       & ?

6("  7 


 #    ?
   & ?

p 

îow to be able to sell your product

3
 ?
m

  ?
   ?
p 

V           %   ?
    1
?
?
V     %           ?
        %   
      ?

pV   
Ô  J 

 J  
   

 Ô
 J  
    
       
p 

Y  
Y #
 
Yonǯt sell me clothes.
m
    811811     ?
Yonǯt sell me shoes1 ?
m
 
         ?
 
Yonǯt sell me candy. ?
m
          ?

p 

1?

Y #
 
m
  8  8 (
8 
  8 8  8
    

p 

m
2   

  


  !


p 

p ercise No.1
  
 

p 

 #  
  
 &
p 

V the proper use of product knowledge
&
personal relationship
MaM     
a    

M  
p 

  
            ?
        1

m !        % 


       1§§§§§§§§§§§§§§§§§§§

 
       

p 

 The attention curve ͞Von
Restroff curve 1 ?



p
'

J

' 9   9  
   p'9



p  

îow can we take the doctors͛
attention ?
  
,,,,,,
å(     
5(
    #

6(  
       
o(       §§§§§§§§§§§§§§§§§§§§§§§§§§§§
:(           
 

    

p 

îow can you recognize
the customers͛ personality
style& how to deal with?

p 

Ôhat are ehavioral Styles?
-         %  ?
   %

    %   
 
   %1
m
         ?
       %
   1
-      / %    ?
! 
 
4    7    -    m  ?
m%       
    
  %m  %; %J    ?
 

         
 ?
  

p 

Sensing vs. Intuition

    
    
    ? m    ?
!          
     1
Y    ? m    ?
      ? a   !  ?
  <   ?   %  ?
 = !

</ >= ? <J   = ?

p 

Thinking vs. Feeling





G   ? G 
  ?
;    ? ; 
  ?
      

   
m   ? M   ?
+     ? +    ?
4
< = ? ½     ?
  

p 

ë 
  
Wants facts and figures; precise about time;
Task-oriented; objective and reserved

å
  
thinking‡ 5 sensing‡
ë 

  å 5 6 o  
Inquisitive; Fast; active;
slow-acting; low 6 High risk taker;
risk    verbal; directive;
taker; non- competitive
feeling‡ intuitive‡
verbal; o
cooperative

" 

 

Expressive about feeling and emotions;
people-oriented; subjective

p 

 
  


p 

Social Style Matri 
Strengths and Ôeaknesses
V

 
 
m   m  
# ! !  m    
 !  $  
   
% ! !  ! 
      

V 
  
m   m  
m! !   !  !
     !   
   
%    ! ! " !!  
    
p 

Recognizing Social Styles
V

 
 
       ? Y  *)     ?
+   7     ? +   ?   ?
    
 )   ? M    ?
    ? 
*   
     ? % 
%  ?
½ 
  ?

  
  +   
( ?
      ?
77
 
    ?
½ 
   ?
 
'     ?
 

p 

Recognizing Social Styles
V 
  
m
     ? m   ?
+    1  ? p!      7 ?
   -  
 *    ?
Y     ? /
 
   ?
m  *   ?  )  !  ?
+
    ?   
m   ? m
?
      
  4      ?
  @    ? Y   7 ?
M   
*   ?

p 

Selling to the Driver
Y #           1 1å
-   
 1 15
4    
 (      16
      
     % 1 1o
)   
   1 1:
   
 ?    1A

%      1
'   1 1B
M       
 
 1C
    ?'
  1

p 

Selling to the Vnalytical
    1 1å
½       
1 15
.  ( %(    1 16
p
  7%  %(
     1o
   1
. % %  < ( =
  1:
M       1 1A
-     

 
   1B
1
      ?   1 1C

p 

Selling to the p pressive
M          
 1 1å
M 
      15
   
   1
 ( )    
  16
<     1=
.

 1  1o
   #       1
.
 %  
(  1 1:
'    
    1 1A
        *    1B

p 

Selling to the Vmiable
3
  
       1å
      1
m 

   *    15
    1
M      
   
   16
 1
        1 1o
.
       1:
 1
-    ? 
1 1A
  
 (      1B
 1
-            1 1C

p 

   ! 

p 

Mositive Customer Responses

 
   

 1 1å
M      1

p ample
Yr. : this product is very good.
M. Rep. : I am very pleased to hear that you are happy with
 pick up on the positive), so will you prescribe it?
(use it)

p 

Mositive Customer Responses
51
  
     1
 
        ?
 !     %%   
 1
J )   
 
p ample
Yr. : I hardly believe that  "
 will cure this
indication.
M. Rep. : As I understood, you are looking for an
effective antibiotic, what e actly you look for in it?
p 

Mositive Customer Responses
61
     
   
 
 1
 
            1%
  
      1
+
  %      ?
4    1
p ample
Yr. : Many are asking about
#!  SO you should ensure itǯs
availability.
M. Rep. : As I understand you will have high demand on
#! $
if you order now, you will be sure to satisfy this demand.

p 

Mositive Customer Responses
o1M  %  (  
   

         
            1

m


     
    

!   %
 

p 

Negative Responses ͞objections͟
Y        ?

Y   1 1å

m
41a1 

   15
   1

p 

Negative Responses ͞objections͟
Ô    1

 

       
      

 %   
   
 
  1

&& J#        !   1

%  '
3    
         
 1

p 


   

 

x           

&& J  


 
       
         
     1

%  '
4
7
     
  7  

p 

J  
   ?
+         )        ?

   1

§§§&& J#
)     -( J    å ?
  1

%  ' ?
             
         ?
  1

p 

m 

   ?
Y            1 ?

&&             (    ?
  1 ?

%  ' ?
    ?

p 

   
  

p  

u 

p 

#$ " 
† 
  
 


† 
  
 

p 

Ô    
†      
    
†      
)  *   
  *
"     

†  
   
p 

{

V  

  
 



     

   
 

V   

p 

{
"&

u §

§
  §   

 §§u§u 


p 

{
m%&m

m

7
;  * -  

  6oDmD 
 -,1

 §§  §u


p 

 




p 

 



† 
 
  
  § §  §

! §  


    § §   §! "§" # §
§§§$ §%u! "§
  &
 §§'!§§§(§%# )§ #&
 §!§'!§§§(§%# §)§ #&
 !§§ §*
+ §
 ,§  '

p 


! !

p 

  

aJ
aJ  

aJ
 aJ  


aJ
  
aJ 

p 

Then
you can achieve your
target

p 

2 

  



 
 !   
 ! 



! 


 
 V!


 ! "V