创造拜访连续性.ppt

* Ask the group to: Form pairs. One play doctor, one play rep. Do a standard detail, beginning with either a Clinical or Personal Touch Point. Actively look for Personal or Clinical Touch Points during your call. Focus on advancing your A to B Shift. At the end of the call, take level 5 call notes to set up your next call on page 19 in the space provided. When complete switch roles and repeat. Give 5 min for role play, 2 ? minutes for call notes. ? ? ? * Ask the group to: Form pairs. One play doctor, one play rep. Do a standard detail, beginning with either a Clinical or Personal Touch Point. Actively look for Personal or Clinical Touch Points during your call. Focus on advancing your A to B Shift. At the end of the call, take level 5 call notes to set up your next call on page 19 in the space provided. Give 5 min for role play, 2 ? minutes for call notes. ? ? ? * For 2 ? minutes, the person playing physician should review the call notes of the representative and determine at what level they were taken and provide that feedback to the person playing representative. * Note: the blurred image on the slide is a timer and will display correctly. Tell the group: When we come back from a 10-minute break we’ll practice Immediate and Incremental Closes using the Herrmann Brain Dominance Profiles. Give the group a 10-minute break. Ask them to return promptly at….give exact time. Press the space bar to start the clock which will count down from 10 to zero. * Review the slide and then make the following points: To create value, you have to understand and satisfy the customer’s core values. Think about your own relationships, the ones that stand the test of time. Friends who you see once every three years and yet you have instant rapport, instant connection. Isn’t it based on a values connection? The challenge becomes, how do you communicate at the level of your customer’s values without being inappropriate? * Setup: “Have you ever met someone at a party and thirt