The main objective of this training program is to help the participants master the art of sales communication and achieve high performance in their sales careers. By the end of this program, they'll have the skills and knowledge needed to:
Effectively communicate with customers and build strong relationships.
Understand customer needs and tailor their approach to meet their specific requirements.
Handle objections and close more deals.
Enhance their confidence and credibility as sales professionals.
Interactive Discussion, Workshops, Power Point Presentation, Case Studies, Question and Answer Session, Pair Work, Group Work, Games, and Real-life situation sharing
I. Pharma Salesmanship 101
Sales mindset: developing a growth mindset for high sales performance
Understanding sales and pharmaceutical sales
Overview of the Pharma Sales Process
Understanding customer behavior
Setting sales goals and objectives
Qualities of a successful salesman
Understanding Pharma Sales Performance Parameters
II. Understanding the Product, Market, and Sales Techniques
Understanding your products and analyzing the target customer
Identifying and understanding customer needs
Developing the sales pitch and effective sales communication
Building relationships with customers
III. Understanding the Sales Process
Setting sales goals
Steps of the sales process
Five steps of achieving sales targets
Generating and managing leads (cold, warm, and hot)
Networking: Modern Approaches to Selling
SSALEE Method to influence the customer
Building relationships
Gain mindshare for more market share.
The power of follow-up
IV. Closing the Sales
Techniques for closing the sale
Recognizing buying signals
Overcoming objections and concerns
Creating a sense of urgency
Strategies for following up after the sale
V. Building Relationships and Winning Customers’ Hearts
Basics of customer service
Techniques for building rapport with customers
Building trust and maintaining long-term relationships
Demonstrating empathy and understanding
6 ways to make your customers like you
Upselling and cross-selling
Soliciting referrals and recommendations
VI. Mastering Sales Techniques
Sales presentations for impact with the USP, 4C Method, and Elevator Pitch
Techniques for active listening
CRC Method for Feedback
Asking open-ended questions to gather information
Consultative selling
Solution selling
Role-playing exercises to practice sales techniques
VII. Mastering Sales Skills
Communication skills
The power of language in sales
Building a compelling sales narrative
Persuasion skills
Basics of pharma sales negotiation skills
Strategies for negotiating effectively to find win-win solutions
Time management skills
Customer service skills
Excellence in daily task management
Mock sales scenarios to build confidence
Group discussions to share experiences and learn from each other
VIII. Handling Objections and Questions Effectively
Positive aspects of objections
6 sequential steps for handling an objection
3Fs Method and CASE Method
Rules for answering questions
IX. Leadership
Sales leadership: “skills vs. will” matrix
Managing a sales team
Motivating salespeople
X. Sales Tools and Technology
Using social media for sales
Email marketing for sales