Our FutureOur Future

1 + 5 = The Answer

Starting to Set Personal Goals

You set your goals on a number of levels:

Long term goals : create your "big picture" of what you want to do with your life (or over, say, the next 10 years)

Short term goals :  break long term goals down into the smaller and smaller targets that you must hit to reach your lifetime goals.

Starting to Set Personal Goals

Knowledge

Training

Money

Marketing

2022

Relation

Starting to Set Personal Goals

Knowledge 5 minute toxicology , atlas of dermatology , Saunder’s pharmacology , slatter’s ophthalmology

Training Training with Dr …..Training at shuha

Money Work as medical Rep for 2 years

MarketingSearch for good place

Social mediaNew age of customer service

Starting to Set Personal Goals

RelationWith customers

With drug companiesWith other Vets

Long term goals

Work What level do you want to reach in your work or what do you want to achieve?

Financial How much do you want to earn, by what stage? How is this related to your work goals?

Education Is there any knowledge you want to acquire in particular? What information and skills will you need to have in order to achieve other goals

Family  Do you want to be a parent? If so, how are you going to be a good parent? How do you want to be seen by a partner or by members of your extended family?

Physical  e there any athletic goals that you want to achieve, or do you want good health deep into old age? What steps are you going to take to achieve this?

Pleasure  How do you want to enjoy yourself? (You should ensure that some of your life is for you!)

Public Service Do you want to make the world a better place? If so, how?

Your goal

The goal must be smart

MeasurableSpecific Ambitious

Realistic Time bound

Selling SkillsSelling Skills

Selling SkillsSelling Skills

Selling SkillsSelling Skills

Who Need selling skills ?

What is sellingWhat is selling

What is sellingWhat is selling

What is sellingWhat is selling

What is sellingWhat is selling

What is SkillWhat is Skill

Learning While MovingLearning While Moving

Marketing conceptMarketing concept

Types of buying situationsTypes of buying situations

The buying centerThe buying center

Users Influencers Deciders

Gatekeepers Buyers Financiers

Promotional mixPromotional mix

Set of tools that a business can use to communicate effectively the benefit 

of it’s product to the customer

Promotional mixPromotional mix

A - Personal selling

B – Advertising and promotion

Promotional mixPromotional mix

C – Public relation

D – Direct marketing

Promotional mixPromotional mix

E – Word of mouth

Promotional mixPromotional mix

Impersonal personal

Advertising and promotion Personal selling

Direct marketing

Public relation Word of mouth

Paid

Unpaid

Salesman missionsSalesman missions

1 - Selling

2 - Servicing customers

3 – Providing information to the company and preparing information to the customers

Characteristics of sales Characteristics of sales peoplepeople

1 - MotivationSpending long hours in the job is not enough

2 - Trustworthiness

B – How customers evaluate product alternative

By the time customer will find out who can be trusted and who can not.

3 - Customer and product knowledgeA – How Customers make buying decision

Customers develop long term relationships with salespeople who is trustworthy.

C – Effective sales people need product knowledge

Characteristics of sales Characteristics of sales peoplepeople

4 – Communication SkillsThe sales people need to be a good communicator , talking is not enough

5 - Flexibility

Realize that the same sales approach does not work with all customers

First WorkshopFirst Workshop

Every body will use the sales people characteristics in the promotion of Nokia N90

AIDAAIDA

Attention Interest Desire Action

1 - Attention Getting the other’s person attention

Set the tone Smile Be natural Honest and professional

You have about five seconds to attract attention

AIDAAIDA

2 - Interest You have 5-15 seconds to create some interest The person should have a potential need for your product Approach to the other person at a suitable time

3 - Desire Identify and agree the customer’s needs and priorities Build trust in the customer’s mind You must understand your product and be able to explain solutions with

credibility and enthusiasm

Attention Interest Desire Action

AIDAAIDA

4 - Action The conversion of potential into action The sales person must encourage agreement to complete the sale Approach to the other person at a suitable time

Attention Interest Desire Action

The Communication processThe Communication process

CommunicationIs the process of sharing our ideas thoughts and feelings with other people and having this ideas thoughts and feelings understood by the people we are talking with

The Communication processThe Communication process

Communication is a Two – Way Process

The Communication processThe Communication process

The Communication processprocess

How Do You Listen ?How Do You Listen ?

ListeningListening

HearingThe act of perceiving sound

ListeningListening The selective activity which involves the reception and

interpretation It involves decoding the sound into meaning Listening is divided into two main categories

1 – Passive listening

Is little more than hearing , it occurs when the message has little motivation to listen carefully such as music in bus

ListeningListening

1 – Passive listening

Only a part of our mind is paying attentionYou can think about other things while listening to someone

N.B : people speak at 100 to 175 words per minute but they can listen at 600 to 800

2 – Active listening

Role play

It requires the receiver to hear the various messages , understand the meaning , and then verify the meaning by offering feedbackIt takes the same amount or more energy than speaking

Good listenerGood listener

Good listenerGood listener

The Selling ProcessThe Selling Process

Nobody wants to buy anything from a sales person who’s only interested in 

his own product or company

We all want to buy from somebody who gives the time and skills to meet 

our personal needs

The Selling ProcessThe Selling Process

Planning or preparation Opening Questioning

Presentation Overcoming objections

Closing

Follow - up

Planning and preparationPlanning and preparation

Planning• Make sure you know the product well• Understand what other competitors are able to offer• What are prospect’s strategic aims m priorities , problems

preparationpreparation• Prepare opening statement and practice sales presentation• Prepare a checklist of questions• Think carefully about what you want to get from the meeting

Pre-call planningPre-call planning

It Involves :

Gathering deeper information Setting objectives

Gathering information

Professional info

Key person Opinion Leader Occupation in 

another area Last visit result Best time to visit

Personal info

• Name• Gender• Age• Hobbies• Level of education

Setting call objectives

The objective must be smart

MeasurableSpecific Ambitious

Realistic Time bound

RememberRemember

•Failing to plan is planning to fail•Lack of information will lead to poor start that result to fail to obtain call objective•It’s not only gathering information it’s a matter of AOS

AnalyzeOrganizeSet objective

Introduction/openingIntroduction/opening

Smile , be professional and take confidence

Types of approach

1_ Introductory approach (Name , company)

2_ Product / Benefit approach (Features , benefit of the product)

3_ Customer approach (Needs)

4_ Chock approach

5_ Question approach

Second WorkshopSecond Workshop

Give examples on each type of approach

QuestionsQuestions

Why we ask questions Gathering information Stimulate reflection Reveal opinions Obtain feedback Reveal needs Stimulate action

Good questions builds relationships , trust and rapportYou have to prepare a list of questionsUse open questions to gather information as who , what , why , whereUse why to find out reasons and motives which lie beneath the initial answers givenListen carefully and maintain good eye contact Understand and show that you understand

Third WorkshopThird Workshop

Give examples on each type of questions

PresentationPresentation

A structures prepared and speech based means of communicating information , ideas to a group of interested people in order to inform them

The salespeople gets the customer to :

1- Hear what we have to say2- Understand what we mean3- Agree with what they heard4- Take action

It Is important to make your presentation last in the customer mind because people will forget :

 38 % in 2 days65 % in 8 days75 % in 30 days

PresentationPresentation

The presentation must demonstrate that the product meets customer’s needsLink features clearly to benefit for the prospectMust meet the expectation of the customerMust focus on the mail perceived benefit

People buy from people who love and have faith in their product and companies

How you are going to present your product to the customer

Non verbal 93 %

Is what a person express without saying it with actual words

Verbal 7 %

Is what a person express with saying it with actual words

Overcoming objectionsOvercoming objections

Objections :Is any thing the customer says or does that leads to smooth closing

Welcome Objections :Learn to accept objections as a challengeCustomer that buy have 58 % more objection

Why prospect object ?Psychological reasons•Dislike decision•Prefer old habit

Logical reasons•All or part of presentation was misunderstood•Customer is no satisfied•Hidden reason

Stopper objection

No needNo moneyNo authority

Overcoming objectionsOvercoming objections

Six basic categories of objectionProduct objectionObjection to the salespersonObjection to the companyDon’t want to make decisionPrice objection

Handling objectionsHandling objections

1- Direct denial2- Indirect denial3-Boomerang4- Compensation5- Feel , felt , Found6- postpone the answer7- pass up method

ClosingClosing

Follow upFollow up