Tag Archives: Pharma Sales
Changing Habits
What affects virtually every aspect of your life and determines how your life operates? Habits! Studies have shown that 90% of our normal behavior is based on habits. Habits are pervasive – they affect nearly every area of our lives: … Continue reading
Interesting Openings
It’s been said that you create a person’s interest in—or resistance to—what you have to say in the first 20 seconds of your conversation. I’m not sure that time can be measured so precisely but I do believe that very early on you either stimulate interest or provoke resistance. So, if this is true, what can you do to make those 20 seconds work for you? The key is to say something pretty interesting.
I’ve learned that you can create interesting openings basically in three ways. First, you can use relevant facts Continue reading
Knowing What is Needed is Not Enough
As I was flying home from Philadelphia last week, I got into an interesting conversation while waiting for my plane. Joe, a business manager, was talking about a quote he read recently that 70% of business managers are incompetent! And the experts who derived this statistic were industrial psychologists— the group of psychologists that specializes in business. We got into a great discussion about managers we knew who were competent and those who weren’t.
It made me think of how knowing what to do (and to make things better) and applying that knowledge is not enough. Continue reading
Unassailable Positioning
People tend to do business with people they like and trust. So how do you sell your product if it competes with one represented by a sales person who has established a great relationship with your customer? That’s the value of creating an unassailable position. Continue reading
What's In It For Me?
What’s in it for me? Our society seems to have become so ‘me’ centered that there are even initials that are easily identified to connote this mindset ‘WIIFM’. When you are in sales, however, this mindset is best turned around to the opposite viewpoint—‘what’s in it for them’ otherwise known as simply being ‘other focused’. When you are approaching a client or a prospect, it is crucial to think of that person’s perspective and frame of reference and not just yours. Continue reading
Intent is Everything
Intent is everything in selling. Intent is defined as our mindset at the specific time of an action. When you are involved in a sales conversation, your intent is almost always visible – it is communicated through your every word and action. That’s why I claim that “intent is everything.” Continue reading
