VIEWS: 25 PAGES: 19 POSTED ON: 9/16/2011
AURIZON SALES STORY Review of Progress AURIZON SALES STORY How many cases of ear infections do you see every week? Number of treatments – by vet by practice? What ear treatments do you use? OTOMAX, CANAURAL, SUROLAN etc AURIZON SALES STORY Do the products you use work every single time? No – (if yes ask why they have several preparations in the practice). Why do you think this is so? Resistant bugs, client compliance, lack of Efficacy (must obtain the underlined answers) If you cannot get the compliance issue answer Simon has a tip that might help…… Presentation Introduction Do you use or have you used Marbocyl in ears? Yes/No If YES, what good responses have you had? If NO, point out a lot of their colleagues already are! Do you think ear infections are painful? YES – (present compliance section of brochure) AURIZON SALES STORY - Marbocyl Page Do you swab infected ears? NOT ON EVERY OCCASION How do you know what you are dealing with? DON’T KNOW Present first chart AURIZON SALES STORY - Clotrimazole Page Present chart to show clotrimazole is the best antifungal In trials it shows that 80% of cases have malassezia. How important do you think it is to be effective against this ? AURIZON SALES STORY - Dexamethasone Page Just remind vet that this is a well known anti-inflammatory Trial Page V’s Surolan Present data Recap – Efficacy, client compliance including once a day. Taking into consideration that you don’t have anything else that is similar, would you have any reason not to try this product? Refining the Aurizon story A collection of the best solutions to the objections When asked what the top objection was the survey said….. 1) Only wants 6 bottles “just to try” 2) No real objections ! 3) Not indicated for ear mites Order volume too high Solution…. Talk about packs not bottles Mention pack size quite early in the product presentation Then explain the “deal” at the end If you still fail then try these….. Ask them to use it on everything for 2 weeks/1 month etc to compare with current products If you still fail Take smaller order, or Get agreement to FOLLOW UP Worried about FLQ’s and resistance Usually only raised by younger vets Solution Vet-only FLQ Discuss conc. dependant killing Compliance issue Pain aspects Compliance issue (x ref to Marb tabs brochure) VTQ is responsible – discs, epidemiosurvey etc “OK, but I’ll reserve it for use second line as it’s so good” Solution…. Recap benefits Remind vet that chronic changes predispose to more problems so better to be sure first time around Ask them to use it on everything for 2 weeks/1 month etc to compare with current products “I don’t want any 20ml bottles” Solution….. Maintain order value by swapping for equivalent value of 10ml packs They will probably take 20ml bottles once they are using it. FAQ List favourite “objections” Can I use it in cats? Is it licensed against ear mites/does it work against ear mites? “It’s a great product but my shelves are full of Otomax!” Hasn’t occurred as much as we thought Solution…… If Otomax is 2nd line treatment sell in Aurizon as 1st Agree to a forward order “It’s a great product but I’ve so many others on the shelf” Rare but.. Find out WHY they keep the other products Mites Pseudomonas Fungi RECAP to gain agreement Aurizon can replace at least 2 of their current products Final thoughts Great start by all the team Keep the pressure on!
"AURIZON SALES STORY"