Integrity selling

Dermik Integrity Selling 12/05 1

WelcomeTo

Integrity Selling®

Integrity Selling® is a registered trademark of Integrity Systems, Inc.


Agenda

• Introduction

• Sales Congruence & Social Styles

• Planning Calls & Approach

• Interview


Goals & Expectations

• What are your expectations?

• What challenges do you face in the field?

• What skills would you like to improve?


Values and Beliefs

• Customer Needs Focused

• Strong Values and Ethics

• Ties to sanofi - aventis Values


4 Traits of a Successful Sales Rep

1. Goal Clarity

2. Achievement Drive

3. Emotional Intelligence

4. Social Skills


Selling Profiles

• Presenter

• Seller

• Relational

• Professional


Sales Congruenceand

Social Stylessm


Sales Congruenceand Social Styles

• Understand Sales Congruence.

• Strengthen understanding of Social Styles.

• Introduce AID,Inc.®

Objectives:


ViewOf

Selling

Values BeliefIn

Product

Commitment to

Activities

ViewOf

Abilities

TM

Sales Congruence


DriverAnalytical

Amiable Expressive

TM

TRACOM and Social Style Modelsm areTrademarks of the TRACOM Corporation

Social Styles

TELLASK

EMOTE

CONTROL


The AID Inc.®

System

Approach

Interview

Demonstrate

Val-I-date

Negotiate

Close


AID, Inc.®– ‘SKILL’ Selling Model

AID,Inc. PHARMA AESTHETICS

A pproach Opening Statement FocusI nterview Probe AssessD emonstrate Features CollaborateI val-I-date Benefits CollaborateN egotiate Objection Handling CollaborateC lose Close Execute


BREAK3:00-3:15


Planning Your Callsand

ApproachingCustomers


Planning & Approaching

• Discuss the importance of Pre-Call Planning.

• Learn more about gaining rapport when we approach people.

• Discuss how to approach different Social Styles.

Objectives:


“Failing to plan isplanning to fail.”

Victor Hugo- French author


Planning

• AID,Inc.® and Social Styles can be used for everyone in the total office call.

• Many times we forget to leverage our relationships with office staff staff as a resource of information.

Total Office Call:


Planning

Examples of information sources:

- physician-level data- office staff

Other sources of information?

Benefits of Profiling Practice or Account:


Planning

• If we want to cut down a tree, it helps to sharpen the saw. That’s what Pre-Call Planning does prior to each physician interaction.

• How has Pre-Call Planning improved your call effectiveness?

Pre-Call Planning:


Approach Action Guides™

1. Establish rapport by tuning the world out and the customer in.

2. Put them at ease and make them feel important.

3. Get them talking about themselves, their patients and practice.

4. Hold eye contact and listen to how they feel.


Communication Effectiveness

Words _______

Tone of voice _______

Body Language _______

100%

Dr. Albert Mehrabian, UCLA


ApproachVideo


Interviewing ToUnderstand Physician

and Patient Needs


Interviewing to Understand Needs

• Understand the importance of the Interview.

• Learn how to ask questions that engage the physician in meaningful dialogue. • See how good interview questions can extend the call & increase sales.

Objectives:


Interview

• Put them at ease

• Get them talking and you listening

• Discover their own wants or needs

• Continue dialogue from the previous calls

• Get them to “sell” themselves


Three Kinds of Calls

1. Stand-up call

2. Sit-down appointment 3. Luncheon or group meeting


Interview Action Guides™

1. Ask questions that gather information or engage the physician in meaningful dialogue.

2. Listen without interrupting, paraphrase key points – if appropriate, take notes.

3. Identify dominant wants or needs and get agreement.

4. Assure physicians that you want to help them and their patients enjoy the most value.


InterviewVideo


One Way vs.

Two WayQuestions

Importance ofInterview Questions


End of Day 1What Did You Learn?


WelcomeTo

Day 2-Integrity Selling

Integrity Selling® is a registered trademark of Integrity Systems, Inc.


Agenda

• Introduction• Social Styles Review• Demonstrate and Validate• Negotiate• Close• Effective Pre and Post Call Planning


Social StylesVideo


How to Demonstrateand Validate What

You’re Selling


How to Demonstrate and Validate

• Demonstrate the benefits of your products.

• Use “check-in” questions to create a dialogue. • Validate to cause people to believe your claims.

• Translate product features into value.

Objectives:


Demonstrating Solutions

• The purpose of the Demonstration is to show how your products satisfy needs.

• Using your visual aid and clinical data on every call increases sales effectiveness.

• An effective demonstration is a 50-50 activity.

• Be sure to get feedback during your demonstration and listen carefully.


Dem/Validate Action Guides™

1. Repeat the dominant wants or needs that have been admitted.

2. Show and tell how your product will fill needs, solve problems and create value.

3. Discuss product features in terms of end-result benefits for the disease state or patient type.

4. Share evidence on safety, efficacy, comparative data and dosing – ask for the physician’s reactions, feelings or opinions.


Demonstrate-Validate

Video


“Check In Questions”And

“Phrases to Validate”

Translating Features intoBenefits and

HOW DO YOU VALIDATE?


“Check-In” Questions

• Gets the customer to provide an opinion

• Keeps the customer engaged in the discussion

• Allows us to listen


Validation

VALIDATION

A I D I I N C

Pre-CallPlanning

Post-CallNotes


Validation

• Validating is what you say or do to cause people to believe your claims

• Not a separate step – it happens throughout the call continuum

• Validate yourself, your product and sanofi-aventis

• Clinical data can be especially important when validating


Validation

Six Magic Words

• “What this means to you is…”

• “What this means to your patient is…”


BREAK10:00-10:20


Negotiation

Negotiation: Working out the concerns that keep physicians from prescribing – when they want to prescribe your product.

1. Physician is making excuses or giving you a “smokescreen”

2. Physician wants to prescribe but has legitimate concerns


How to NegotiateProblems and

Objections


Negotiating Problems & Objections

• Learn to use trial-closing questions.

• Discuss common objections and how to solve them. • Review and apply the C-P-R system to work through objections.

Objectives:


Negotiate Action Guides™

1. Ask trial-closing questions to find out if there are any concerns or objections If there are none, move to the Close.

2. Welcome and understand objections.

3. Identify and isolate specific objections.

4. Discuss possible solutions – ask for the customer’s opinions for best solutions.


NegotiateVideo


Trial-Closing Questions

TRIAL CLOSING QUESTIONS

Ask for opinions or responses rather than decisions.


C-P-R

CUSHION

PROBE

RESPOND


How toClose Sales


How to Close

• Discuss why people don’t close.

• Learn to identify buying signals. • Write closing questions that gain commitment to action.

Objectives:


How to Close

Closing is simply asking for a decision – at the right time.

It’s a natural action when you’ve: - Established trust and rapport

- Identified dominant wants or needs- Demonstrated benefits that satisfy needs- Caused physicians to believe your claims- Worked through any problems

Key Points:


Close Action Guides™

1. Restate how your product benefits outweigh challenges or concerns.

2. Be responsive to buying signals.

3. Ask for an actionable next step using direct, concise questions.

4. Hold physicians accountable for commitments they make.


CloseVideo


How to Close

• Closing questions ask for a decision and commitment to action.

• Use direct, specific language when asking closing questions.


Knowing When Your Close is Successful

• Their concerns have been successfully worked through.

• They understand how the benefits of your product will outweigh any objections or concerns. • They want to prescribe your product for their patients.

• They agree to take the appropriate closing action.


Bridging

Look for creative ways to bridge to your next product.


Pre-Call Planning

Post-Call Analysis

Territo

ry M

anag

em

en

tKnow

ledg

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xpert

ise

AID,Inc.® is a registered trademark ofIntegrity Systems, Inc.


EffectivePre-Call Planning

andPost-Call Analysis


Pre-Call Planning & Post-Call Analysis

Knowledge Expertise

+ Territory Management

+ Pre-Call Planning & Post-Call Analysis

+ Persuasive Ability

X Achievement Drive

= SALES SUCCESS

Sales Success Equation:


Pre-Call Planning & Post-Call Analysis

• Understand the importance of Pre- Call Planning & Post-Call Analysis.

• Learn how to use a simple Pre-Call form. • Practice applying AID,Inc.® in planning and call analysis.

Objectives:


Planning Action Guides™

1. Review quantitative and qualitative information within Quest to form a strategy before every customer interaction.

2. Set a primary and backup objective for every call.

3. Conduct a self-assessment immediately following your time with the customer.

4. Enter professional call notes in the Quest system.


Follow-Up Course

1. Setting the Stage for Success

2. Approach

3. Interview

4. Demonstrate

5. Validate

6. Negotiate

7. Close

8. Graduation

Weekly Topics:


Benefits You

Will Receive


ThankYou!

Integrity selling

Sales

Transcript of Integrity selling