医药销售拜访技巧培训-2概要.ppt

有效的确认需记住的事项. THINGS TO REMEMBER FOR AN EFFECTIVE VALIDATION 1.医师及其同事只有在相信你本人以后,才会相信你所说的. 1.Physicians and staff trust what you say only after they trust you. 2.真诚地为他人创造价值,他们会知道这一点. 2.Genuinely create value for people and they will get the message. 3.医师对价格并不感兴趣尽管价格是很重要的.医生真正需要的是明白此产品对他们的病人及他们的工作的价值. 3.Physicians are not interested in price – while price is important what they really want is to understand the value for their patients and their practice. 4.注意使用完全的陈述使用有限定语的开场白: 4.Be careful about using absolute statements – preface your statements with qualifiers: “资料显示---” “The data suggests that …” “很多人已发现---” “Many others have found … ” “大多数时候这将---” “Most of the time this will … ” “你的同事已发现(或已同意)---” “Your colleagues have found (or agreed) …” 5.使用证据和证明书. 5.Use evidence and testimonials. 6.记住:利益与临床医师的购买动机相联系是最大的效力. 6.Remember to link benefits to the buying motives of the clinician for maximum effectiveness. SESSION 5 如何就问题进行谈判及排除异议. HOW TO NEGOTIATE PROBLEMS AND OBJECTIONS 谈判是排除医师处方你们药品的障碍的一种方式 Negotiating is determining the roadblocks that keep physicians from trying your drug … and then removing them. 它是有创造性地解决问题. It is creative problem-solving. 在诚信销售中,我们在处理问题的同时考虑谈判的步骤.我们不要认为它是无法抵抗的/比我们更聪明或以策略制胜医师及其同事. In Integrity Selling, We do not view the negotiation step as manipulation. We do not see it was overpowering, outsmarting, or outmaneuvering physicians or staff. 我们不要认为它是好战的或与人斗智的. We do not view it as being combative, or playing mental chess with people. 6.当你聆听的时候,不断点头,以言语表示同意,使用肯定的手势. 6.As you listen, nod your head, verbalize agreement, use positive gestures. 7.学习与人建立感情上的联系. 7.Learn to “connect” emotionally with people. 8.假设自己是一个专业顾问或工作伙伴的角色. 8.Assume the role of a professional advisor or partner. 9.你不要议论医师处方什么,要听他们处方的原因. 9.You do not talk physicians into prescribing, you listen them into their prescribing. 10.在人们还没有确定他们的需求时,不要开始销售/介绍或引证你们的产品或服务. 10.Never begin selling, telling, or demonstrating your product or service until people have adeq