Improving salesmanship - How to boost sales using cutting edge and common sense practices

Improving SalesmanshipWednesday, June 3, 15

No need to bend over backwards

Wednesday, June 3, 15

No hype required


No need to charm


No need to be a rocket scientist


Don’t need to be pretty


No need to seduce


No need for bribery


No need for expensive gifts


Sales Formula

✴ Right Person

✴ Right Message

✴ Right Doctor

✴ Right Time


The 4Rights(TM) Formula

✴ Right Person

✴ Right Training

✴ Right Performance

✴ Right Reward


The Right Person

• Traits, Attributes, Characteristics

• Core values

• Personality tests - $300

• OTJ evaluation

• Sales manager


The Right Training

• Reality

• Needs

• Frequency


The Right Performance

• Performance Development System

• Coaching

• Training Needs


The Right Rewards

• $

• Career development/Succession planning


Every Point of ContactWednesday, June 3, 15

Right Calls

• Out-bound

• Sales Force

• Emails

• SMS

• Post Card, Leaflets


Right Calls

• In-bound

• Website Blog Articles

• Videos

• Webinars

• Dr/Patient testimonials


Right Doctor

• Geographic

• Demographics

• Behaviour

• Lifestyle/Psychographics


Right Place

• Clinic

• Resorts

• Online


Right Time

• Mon-Fri 9-5

• 24/7


Doctors’ Top Challenges

0 20 40 60 80

78

53

46

Patient Time Lack

Misinformed Patients

Information Overload

Source: http://www.wolterskluwerhealth.com/News/Pages/Survey-Physicians-See-Improvements-in-Efficiency,-Quality-of-Care,-Yet-Significant-Barriers-Remain.aspx:

Wolters Kluwer Point-of-Care Survey, 2011. 300 US Physicians. Primary Care & Specialists.


http://www.wolterskluwerhealth.com/News/Pages/Survey-Physicians-See-Improvements-in-Efficiency,-Quality-of-Care,-Yet-Significant-Barriers-Remain.aspx


Impact of Online Medical Information on Patient Care

90%

10%



Improved No effect




Top Sources of Information

Source: http://www.wolterskluwerhealth.com/News/Pages/Survey-Physicians-See-Improvements-in-Efficiency,-Quality-of-Care,-Yet-Significant-Barriers-Remain.aspx: Wolters Kluwer Point-of-Care Survey, 2011. 300 US Physicians. Primary Care & Specialists.

1. Search Engines

2. Professional Journals

3. Colleagues




Online Usage

Search Engines

WebMD

Online Subscription

0 12.5 25 37.5 50

31

34

32

36

42

46

Source: http://www.amednews.com/article/20111121/business/311219961/6/


FrequentlyOccassionally


http://www.amednews.com/article/20111121/business/311219961/6/


What do Drs search online?

0 15 30 45 60

57

36

33

Source: http://www.amednews.com/article/20111121/business/311219961/6/

Googling for a diagnosis - use of Google as a diagnostic aid: Internet based study," BMJ, Dec. 2, 2006

ConditionsTreatments & trialsBranded medications




Impact of Online Medical Information on Decision

63%

37%



Change No effect




Technology Adoption

50%

44%

6%



Yes Long way to go No answer




Technology Adoption Hurdles

0

10

20

30

40

24

27

32

40



Too ExpensiveToo much data/insufficient actionable infoToo hard/long to learnToo hard to use at POC




Easier patient access to medical information

0

20

40

60

80

53

20



Improved relationship Detrimental




Your Country Data?Wednesday, June 3, 15

So where’s Pharma Online?Wednesday, June 3, 15

• > 50% pharma execs list mastering digital effectiveness among top priorities (Gartner. US Digital Marketing Spending Survey, 2013)

• pharma very far behind other industries in using social media (Google. DHC/Google Executive Landscape 2013 Summary Deck)


• The Right Person - HR + Sales Managers

• The Right Doctor - Sales + Marketing Managers

• The Right Place - IT + Marketing + Sales Managers

• The Right Time - Sales + Marketing Managers

• The Right Training - Sales Managers

• The Right Performance - Sales Managers

• The Right Reward - Marketing + HR + Sales Managers

The Way Forward


• Relationship

• Customer experience

It’s All About Reputation


What’s ReputationWednesday, June 3, 15



Don’t Believe?

• Name one person you hate that you do business with...


Is Pharma Different?

• “I’m an innovative thinker”

• “I’m a respected authority.”

• “I’m an aggressive risk taker.”



James PereiraLion Reputation Marketing Coach

email: [email protected]: http://LionReputationMarketing.com

USA: 863-585-2153Malaysia: +603-282-9156

Call today for a free consultation on how you too can boost your sales and profits using • cutting edge reputation marketing techniques• proven selling skills techniques• evidence based sales management skills• surefire coaching skills techniques


mailto:[email protected]?subject=

mailto:[email protected]?subject=

http://LionReputationMarketing.com

http://LionReputationMarketing.com