
Over the years I have been fortunate enough to coach many salespeople in different selling situations, and some of the outcomes have been quite remarkable, to say the least!
Pharmaceutical companies are big on the 'detail document' thing, and never losing 'control' of the sales presentation. Their sales reps often don't have much time to get the sales pitch across to medical practitioners, and frequent interruptions are certainly not helpful either. One of the biggest issues facing pharmaceutical salespeople is actually getting in front of their customers, as they are perceived to be taking up 'billing time,' so given 5 minutes in which to do their magic, and leave.
So when time is of the essence, it's essential to be well prepared for a call, and to focus in on the main reason for the meeting. A little 'telling' is good, but the main reason for any sales call is to 'sell.' It's surprising to see how many sales calls end up being an absolute waste of time because of salespeople doing too much 'telling' and hardly any 'selling.'
If you want to 'sell' more and 'tell' less, then break the ice, get the main message across, be mindful of time constraints, read the mood, answer any questions as best you can, ask some questions yourself, counter real objections politely, and finally ask for commitment!
Comments