how to make call in less time

2. The perfect call must contain this
four items
• Approach
• Presentation
• Handling customer
• Response and close

3. From this four items we should
talk about the market now
and why companies use
personal selling
instead of promotion, direct sales
and public relation also many
companies now uses this ways of
promotion beside personal selling

4. You should know that you have
great power
To affect on company marketing
And you should use this power
in the right way (RM ,RC,RP)

6. And you are the only one who decide
What is your objective from the
call??
What is the best way to approach??
How will you present the product to
reach your objective ??
How and when you will close and end the
call??

7. Now in this days companies numbers is
increasing
And that reflect to the drug market to a lot
of
medical rep
And the number doctors also increase but
Kols is not increase (the role of 20-80)
So the time of call is not the same
As before

9. planning and
preparation

10. Salesperson (medical rep)
must study, analyze the
prospect and his need
according to information he
gathered

11. You must use another sources of
information to avoid false assumption
about prospect
The self-confidence of medical rep
increased by acquisition‫استحواذ‬ of
knowledge so you must increase your
knowledge .
You can prepare yourself to meet
prospect in two sub-steps:
setting call’s objective
planning the call

12. Objective must be SMART it
means Specific, Measurable,
Ambitious or
Attainable ‫تحقيقها‬ ‫يمكن‬ ,
Realistic, Time bound

13. Salesperson must analyze his
product benefit well and select
one selling point which match
with prospect needs (will solve
his problem)

14. Salesperson analyzes the
competitor’s product strength
and weakness against his
product to be able to compete
with it during the call. Sales
person also prepares visual
aids which he will use in his
presentation

15. Be careful In This Step before
The Call Because If
……………………..
You Fail To Plan You Plan To
Fail.

16. How to prospect and qualify new
customers (new opportunity )??

17. There are two types of sources
external sources
internal sources

18. External Sources
Direct Inquiries ‫(استعالمات‬Word of mouth
from satisfied doctors).
Referrals/ You can ask doctor to refer
his peers.
Trade Directories Like: doctor’s guide.
Press( Newspapers/new open clinics or
hospitals).
Personal observation while you are
walking in the street.
Non competing medical reps.

19. Internal Sources.
Company records (doctors
list).
Medical syndicates ‫النقابات‬
list.

20. How to qualify current customer??

21. It is all about continues feed
back
there are sources that you
should use to qualify that
customer or new customer
1- pharmacy (is treasure of information)
2-assistant
3-compititor
4-another doctor

22. .The qualifying character depends on need;
does the doctor need your product?
Do he see patients suffering from the disease your
product treat it?
Does he prescribe competitors’ products?
The second point of qualifying is the ability;
does he have the ability to prescribe your product?
Does he have any commitments with other
competitors? Does he is price or brand oriented?
Many prospects do not qualify as a customer
So be careful in this step because if you choose wrong
customer you will lose all next steps in the sales cycle
and waste your time.

23. Finally right flash call depend on the
planning and preparing well which will
lead you to make right approach with
right message and handle your
customer in few time because you
have a lot of info about your customer
so you speak in the way where your
customer need to hear not the way you
need to finish your call so that it is all
about

25. • The perfect call must contain
this four items
• Approach
• Presentation
• Handling customer
• Response and close

27. Types of approach
 Introductory approach.
 Product approach.
 Patient’s benefit approach.
 Survey ‫دراسه‬ approach.
 Question approach.
 Referral ‫استشهاد‬ approach.
 Flattering ‫المدح‬ approach.

28. What is the best way of approach should use
to make flash call

29. All approaches can use but it is
all about time we use in
approach
to make the right approach it
depend in preparing and
planning before the call

30. Finally Each Type Of These
Approaches Is Suitable For
One Customer And Not
Suitable For The Other.

31. Presentation
The Best Way Of Presentation Is
Feature To Benefit Presentation
and using communication skills
like
Eye Contact
Enthusiasm
Body Language

32. HANDLING
CUSTOMER
1- ACTIVE LISTENING
2- CLARIFYING(ASK CLEARLY
QUESTIONS)
3- PARAPHRASING
4- RESPOND POSITIVELY
5-ASSURANCE
6-ASK FOR ACTION

33. Ask for action is four things
Trial
Re Use
Continues
Expansion

34. Closing
summarize your product according to
the points that Dr agree with you or
according to your presentation
tell the doctor indication (Dr
oriented), package ,usage and price
Taking Commitment =(Ask For Action
)
= Promise

35. PLANNING AND PREPARING
CALL
APPROACH
PRESENTATION
HANDLE THE CUSTOMER
CLOSING AND COMMITMENT

36. THANKS
AND GOOD LUCK
DR.MAHMOUD ELNAGGAR
01280109613