1DOCTOR8/2/2010DOCTOR’S PERSONALITY

EFFECTIVE USE OF

GOLDEN 3 MINUTES SELLING TIME IN

DOCTOR’S CLINIC

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HOW WILL YOU BENEFIT FROM THIS COURSE

8/2/2010

Develop strong customer relationship Ensure regular prescriptions support.

Manage tough customers- Doctors, retailers, stockists.

Alter sales presentations to suit customers personality styles.

Retain a customer- Recapture a customer lost to a competitor- Revitalize a low yielding team (for Manager)- Retain a high yielding representative. (for Manager)

Transform doctor as a loyal customerTransform a reluctant customer/ subordinate to a

performing one.

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BECOME A

SMART

P E R S O N

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CUSTOMER MANAGEMENT: BASED ON PERSONALITY STYLES OF CUSTOMERS

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Sales and profits are generated by customers. The link between an organization and its customers are the sales professionals. Successful organization realize that management of business relationship between customer and organization is dependent on the sales professionals ability to interact with customer based on customer personality profile.

RESULT THROUGH A TEAM EFFORTIt is a human process, involves human feelings, attitudes and

actions in making a mutual commitment to work together more effectively.

Each person shoulders a different part of the total job, with each having 100% responsibility for success of the organizational goal.

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SALES AND NEGOTIATION

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We all are working as a sales force in Seva Healthcare for revenue generation and so plays a key role in determining the overall profitability. Hence it is important that we all operate in the most appropriate way and understand the difference between Efficiency (Working Hard) and Effectiveness (Working Smarter)

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THE ICEBERG CONCEPT

ACTION (PHISICAL, VERBAL)

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ATTITUDES

MOTIVATIONS/ WANTS

BASIC NEEDS

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BASIC PERSONALITY NEEDS

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Recognition Achievement Power Order Security Affiliation

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PERSONALITY PERCEPTION MODEL

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Two criteria for identifying personality are:1. Power over others = Authority, and2. Power over self = Self – control

Most people exhibit these two power needs to a greater or lesser degree. By assessing the degree of, or strength of presence of these two needs. We can quite accurately identify and predict the actions of the various personality styles.

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PERSONALITY PERCEPTION MODEL

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1. Power over others: this indicates the degree of authority, control or dominance which a person wishes to exert over others. This may not mean that the person has formal authority in his current function, rather it is an intrinsic type of authority or power stemming from his psyche or personality style and natural approach to others.

2. Power over self: This indicates the degree of control a person exerts over self and indicates how formal or informal an individual may be.

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PERSONALITY PERCEPTION MODEL

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By observing these two aspects of personality through unbiased interpretation of actions it is possible for us to identify the basic or “Natural” style of individuals and thus predict much about their personality. This in turn will enable us to better prepare ourselves to develop a professional relationship with the physician.

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8/2/2010

BASIC PERSONALITY

STYLES

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THINKER

HIGH SELF-CONTROL; LOW AUTHORITY

AUTHORITARION

HIGH SELF-CONTROL; HIGH AUTHIRITY

LOW SELF- CONTROL; LOW AUTH ORITY

AFFILIATOR

LOW SELF-CONTROL; H IG H AUTH ORITY

EXTROVERT

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HIGH SELF- CONTROL

LOW SELF- CONTROL

HIGH AUTHORITY

LOW AUTHORITY

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THINKERStrengths: controlled, accurate, orderly, ask questions, analytical, task oriented.Weaknesses: closed, distant, hard to get to know, pedantic.Basic Needs:

Order and security

AUTHORITARIONStrengths: Take charge, active, independent, goal oriented, confident, task oriented.Weaknesses: Impatient, domineering, aloof, pushy, abrasive.Basic needs:

Power and achievement

AFFILIATORStrengths: Relaxed, patient, good listener, amiable, supportive, relationship- oriented.Weaknesses: weak, indecisive, can't say no.Basic needs:

Affiliation and security

EXTROVERTStrengths: Spontaneous, open feeling, quick results, dynamic, energetic, strong, relationship- oriented.Weaknesses: weak, indecisive, poor time manager, arrogant, show-off. Basic needs: Recognition and achievement

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HIGH SELF- CONTROL

LOW SELF- CONTROL

HIGH AUTHORITY

LOW AUTHORITY

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HOW TO DEAL WITH DOCTORS

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AUTHORITARIANS: Don’t waste time. Be logical, allow him to take decisions.

Appreciate – FranknessTHINKERS: Use facts, logic to gain interest and

time. Appreciate – Dependability

AFFILIATORS: Be prepared to spend time, ready for delays. Try to help him to decide.

Appreciate – Acceptance EXTROVERTS: Allow sufficient time to come to a

mutual agreement.Appreciate – Communication

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RELATIONSHIP OF BASIC NEEDS TO PERSONALITY STYLES

POWER

ACHIEVEMENT

RECOGNITIONAFFILIATION

SAFETY

ORDER

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RELATIONSHIP OF BASIC NEEDS TO PERSONALITY STYLES

POWER

ACHIEVEMENT

RECOGNITIONAFFILIATION

SAFETY

ORDER

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THINKER AUTHORITARIAN

AFFILIATOR EXTROVERT

HIGH SELF CONTROL

LOW SELF CONTROL

HIGH AUTHORITY

LOW AUTHORITY

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8/2/2010

THANK YOU AND

GOD BLESS YOU