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Profiling MDs

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Profiling MDs Powered By Docstoc
					Establishing Long Term Relationships

Perri Cebedo and Associates
Sales and Marketing Training Professionals

Relationships

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Establishing and Maintaining Relationships without ABC Promotions
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Sell Yourself as a True Professional Sell Your Company Establish Rapport and relationships

Relationships

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How to Sell Yourself
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Establish your professional image and credibility: Demonstrate credibility and professionalism in all customer interactions. Use creative techniques within company policy to distinguish self from other sales reps Demonstrate an awareness of personal attitudes about customers, and adjust or compensate for these attitudes to enhance relationships with customers.

Relationships

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How to Sell Yourself
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Adapt personal selling styles to meet the needs of each customer. Use relationships with established customers to build relationships with new customers when appropriate. Recognize opportunities to enhance professional relationships and follow-up appropriately. Use appropriate techniques to establish and maintain relationships with customers who are hard to reach or resist.

Relationships

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How to Sell Yourself
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Function as a resource of information to customers because of personal reliability, in-depth knowledge, and credibility. Change negative customer attitudes and reinforcing positive customer attitudes Maintain dignity and self respect. Difference between being service oriented and being servile. Servility will destroy the image of the representative as a true professional.

Relationships

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How can we sell your company image?
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Recognize and use opportunities to promote and enhance your Company image in the customer's eyes. Identify and provide Company services appropriate for each customer. Use Company services as selling tools to influence the attitudes and prescribing habits of customers. Demonstrate the value of your Company´s services to all customers.

Relationships

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How can we sell your company image?
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Change negative customer attitudes and reinforce positive customer attitudes toward the Company. Recognize that we represent the Company in the eyes of customers Look and behave in a manner that reflects pride in the job and company.

Relationships

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What is meant by Rapport and Good Relationships
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Good relationships exist when there is mutual trust and emotional affinity. Good relationships, like friendship - a special interdependence, a mutual trust based on mutual confidence and mutual liking for the other person This liking is based on Knowledge

Relationships

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The Rapport-thermometer
40* Impossible Objections 30* Cold treatment, Lack of attention 20* Leave your samples with the secretary 10* Which Company? Sorry but I have no time for you 0* I don´t see Reps especially from... -10*I´ll sue you!!

Relationships

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The Rapporto-thermometer
100* 90* 80* 70* 60* 50* John, have you told your wife about us?” Would you like to have supper with us? Come in, Miss Productyn! Show me what you´ve got. But make it quick! Order begging, prescription begging The turbulent zone

Relationships

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Personal Database for each MD
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Birthday, Family (Wife / Children) Parents, family origin, relatives, provinces, languages Education, University, Year Graduated, Schoolmates Recreation, Hobbies, Sports Music, arts, literature, sculpture Movies and television, Type of humor

Relationships

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Personal Database for each MD
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Zodiac sign Social groups, clubs Social activities Church activities, involvement Volunteer work State of Personal Health, Concerns Family health, parents Financial Situation, Concerns, Investments

Relationships

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Personal Profile
Name: Zodiac Sign: Marital Status Social Style: Wife: Birthday: Children: Names, Age, School: Family Origin: Clubs and Social Groups Friends: Preferred Cuisine: Interests:Sports: Hobbies Music: Teather: Arts: Literature: Magazines:

Movies/ TV Programs, Shows, Humor:Languages Spoken Countries Visited Favorite Vacation Destinations:Investments: Stocks: Mutual Funds: Health- Personal: Family: Communication Tips: Dislikes Reps who are:

Relationships

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Why a Personal Database?
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To record personal data To measure progress To see common bonds Or common interests To identify “hot buttons” To warm up sales presentations

Relationships

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Is there a Relationship between Building Rapport and Sales?
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3 Countries:
– – – – Each visit, a Personal Data Objective Every 6 months a Rapport Inventory Methodology: Identify level of Rapport Points Relate Rapport points with Sales

Relationships

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Evidence Showing Rapport Works!

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To get rapport points, each rep must consistently increase data base. Sales Objective for each Call Rapport Objective (For instance, School graduated.) Entries were written on Permanent Doctor Cards Inventory was conducted every 6 months to measure progress of personal data entry
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Relationships

Regular Inventory
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Sampling of 20 Personal Card Profile John Smith 6/25/38, Stanford, „68, Tennis = 4 rapport points) Add up Rapport points of the 20 cards and dividing total points by 20 to get Territory or Rep Average Rapport Points (ARP)

Relationships

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Results of Personal Data and Sales Correlation
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1-2 ARP - Does not meet Quota. 3-4 ARP - Meets Quota. 5-6 ARP - Regularly exceeds Quota.

The Moral:
Rapport has a direct Relationship with Sales!

Relationships

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“The distance between the heart and the pocketbook is much shorter than the distance between the mind and the pocketbook ”
Relationships PAGE 19


				
DOCUMENT INFO
Description: For training Sales Reps on Basic Selling Skills, like Important Functions of a Rep, Target and Selecting MDs, Physician Profiling Making a Sales Presentation, Presenting Features and Benefits, Presenting Clinical Papers,