医药销售拜访技巧培训-2课件.ppt

诚信销售Integrity Selling Seminar Personal Study Guide Pharmaceutical Sales 诚 信 销 售! To Integrity Selling! 在本课程中, 你将学到一种令人振奋的销售方式. In this program you will learn an exciting sales system 这种销售方式有六个步骤The sales system has six steps. They are: 1.接近 Approach 2.商议 Interview 3.引证 Demonstrate 4.确认 Validate 5.谈判 Negotiate 6.成交 Close 不管你销售的是何种药物处理或药物治疗, 这种方式都能适用. You will be able to use this system-regardless of what medication or drug therapy you are selling. 通过这种方式的学习与实践,你与医师及其它卫生保健专业人员交往的效力将大有提高.你的销售额将有所增长!你的自信心将增强. By learning and practicing the system you will increase your effectiveness with physicians and other health care professionals! Your sales will go up! Your self-confidence will grow. 通过学习，可以掌握不同人际风格的人他们的思想、行为和作出不同的决定。 In addition you will learn about different Social Styles-how people think, act , and make decisions differently. 你将学习针对你所沟通的对象的人际风格调整你自己的工作方法。 You will learn how to adjust your own personality style to that of the person with whom you are communicating. SESSION 1 如何与人接近 HOW TO APPROACH PEOPLE 有效的接近方法可以帮助你赢得信任和和谐，帮助医师和他的同事们听你所说。 An effective approach helps you gain trust and rapport with physicians and their staff – it prepares them to listen to you. 有效的接近方法可以减少医生对你的拒绝，减少他们的敌对情绪。 An effective approach helps you to break their preoccupation and reduce their defensiveness. 你不会每次都感到医生傲慢的态度和将你拒之门外。这是我们遇到困难时常用的方法。 You can not go wrong by assuming that every time you contact people they put up barriers to keep you out. It is normal for us to meet resistance. 因此，接近的目的是赢得医生在心理上和身体上的配合。让医生和相关的专业人士能够深入的参加到关于药品销售的讨论中来。 So…the purpose of the Approach Step is to get physicians unfolding their arms – both mentally and physically. Getting physicians and other healthcare professionals to engage in a meaningful two-way dialogue is critical to selling. 传统的销售培训不需要从客户的对话开始。从销售结果评估销售员来看，你的客户也根本不会把你作为合作伙伴看待。 Traditional detailing does not require dialogue fro