Pharmaceutical Sales: Pharmaceutical Sales: Building Rapport With Medical Building Rapport With Medical

PersonnelPersonnel

Presented by:Presented by: Boice CounselingBoice Counseling

Don Boice, LCSW-RDon Boice, LCSW-Rdonboice@boicecounseling.com (585) 802-1273(585) 802-1273

AgendaAgenda1. Introduction1. Introduction2. Main Points2. Main Points A All Selling is About RelationshipsA All Selling is About Relationships B You Can Bond Better Than You B You Can Bond Better Than You

Currently are BondingCurrently are Bonding C Stronger Bonds= Higher SalesC Stronger Bonds= Higher Sales3. Review/Summary3. Review/Summary4. Questions and Answers4. Questions and Answers

RelevanceRelevance• How does this issue touch your life?How does this issue touch your life?• What can you do about it right now?What can you do about it right now?• What questions would you like What questions would you like

answered today, during this answered today, during this presentation?presentation?

Main PointsMain PointsA All Selling is About A All Selling is About

RelationshipsRelationships B You Can Bond Better Than You B You Can Bond Better Than You

Currently are BondingCurrently are Bonding C Stronger Bonds= Higher SalesC Stronger Bonds= Higher Sales

All Selling is About All Selling is About RelationshipsRelationships• How do you start building the relationship?How do you start building the relationship?

• Are you factoring in how they like to buy? Are you factoring in how they like to buy? Based on age, gender, field of interest, Based on age, gender, field of interest,

educationeducation

• Are you helping them look good to their Are you helping them look good to their patients?patients?

All Selling is About All Selling is About RelationshipsRelationships• How does this topic relate to the How does this topic relate to the

bottom line?bottom line?

• What patterns do you notice in your What patterns do you notice in your work related to building a work related to building a relationship?relationship?

• How have you used this in the past?How have you used this in the past?

You Can Bond Better Than You You Can Bond Better Than You Currently are BondingCurrently are Bonding• What might happen if you were to What might happen if you were to

acknowledge: their attitudes about power, acknowledge: their attitudes about power, their education, their level of trust and their education, their level of trust and being an expert?being an expert?

• How might this be viewed from the How might this be viewed from the perspective of helping them, becoming perspective of helping them, becoming their advocate and ally in addition to their advocate and ally in addition to selling them?selling them?

Bond Better- BlocksBond Better- Blocks• What blocks do you have within What blocks do you have within

yourself to selling, and selling to this yourself to selling, and selling to this group?group?

• What steps can you take to resolve What steps can you take to resolve this issue?this issue?

Stronger Bonds= Higher Stronger Bonds= Higher SalesSales• We buy from people we trust. How can We buy from people we trust. How can

you increase their level of trust in you?you increase their level of trust in you?

• How can you help them sell the concept How can you help them sell the concept as well as the product to their patients?as well as the product to their patients?

• What would you want if you were them?What would you want if you were them?

Stronger Bonds=Higher Stronger Bonds=Higher SalesSales• What alternatives should be What alternatives should be

considered?considered?

• How can you use this material in How can you use this material in other areas of your life?other areas of your life?

To Return to Where We To Return to Where We BeganBegan

A All Selling is About RelationshipsA All Selling is About Relationships B You Can Bond Better Than You B You Can Bond Better Than You

Currently are BondingCurrently are Bonding C Stronger Bonds= Higher Sales C Stronger Bonds= Higher Sales

Action PlanAction Plan• How would things change if you How would things change if you

implemented the ideas we talked implemented the ideas we talked about?about?

• How will you commit to applying this How will you commit to applying this to your life this week?to your life this week?

QuestionsQuestions• What questions do you have that What questions do you have that

have not yet been answered?have not yet been answered?• When you think of a question, you When you think of a question, you

may reach Don Boice, LCSW-R at may reach Don Boice, LCSW-R at (585) 802-1273(585) 802-1273