Salesmanship

Salesmanship 101

Presented by your Pundit

BERT R LURCH

7 Keys to sales

• Identify and Qualify prospects

• Pre Approach

• Approach

• Presentations

• Handling Objections

• Closing

• Follow Up Activities

Identify and Qualify Prospects

• Consider your current physicians that you feel would qualify.

• Also ask them for names of associates who may have a need for services.

• Contacting friends and relatives that have personal relationships with doctors and or staff members of a doctor.

• Consider doctors that are located in your area.

• Qualify all the above based on volume, size and potential.

Pre Approach

• The second step is the pre-approach. The pre-approach enables you to learn as much as possible about the doctor you have identified. You must ascertain what this doctors needs are, from the source that created the lead.

Pre Approach

• Setting objectives to make contact.

• Determining the best method of approach. Should it be by a personal visit, telephone call, letter, third-party etc?

• Developing an overall approach strategy. Who will you contact first, and why?

• Preparing an effective opening statement.

• Developing fact-finding questions.

• Knowing the sales message geared to this client.

• Ascertaining the best timing to make contact.

Approach

• The third step is the approach. The sales process begins with the approach, or first direct meeting with a new prospect. First impressions do matter, and personal appearance, poise, opening lines, and follow-up remarks will be a factor. The next step is to further qualify the prospect: to identify needs and your ability to serve them.

Handling Objections

• Objections are statements, comments, requests for information, or inaccurate statements by the prospect which need clarification. It is a dramatic form of miscommunication between buyer and seller. Because there is a big difference between an excuse and an objection, the recommended procedure for handling objections is as follows:

Handling Objections

• Handling objections is the fifth step in the strategic selling process. Overcoming objections is mandatory for success in selling. Objections are to be expected; do not become alarmed or discouraged if your prospects and clients object before, during, or after your sales presentation.

Handling Objections

• Listen carefully before answering.

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