Tags: customer call visit communication skills customer call try this a few strokes of pharmaceutical marketing, customer call is the daily work: market research will need to visit customers, new promotion will need to visit customers, sales, promote the need to visit customers, service for maintenance or need to call on customers. Many pharmaceutical sales representatives also feel the same way: as long as the customer call succeeds, the product sales of other related work will come naturally.
However, it may be because there is a finding of "being" arrogant attitude, or because of the large number of those daily, and frequent drug sales representatives frequently, so there are many who are called on (for procurement staff, most of the shop manager) on the visitor indifferent; callers sharp-eyed, snubbed, Rican experiences are also numerous examples. Many pharmaceutical sales representative so that customer call start to work. In fact, find the entry point, customer call this work is not difficult to imagine, as is the case.
Straight straight coming under review
The initial and the customer, on the other side did not receive other callers, we can use short words directly to the purpose of this visit to description: introduce yourself to the other side is which drug manufacturers (agents), is to talk about the supplier co-operation or to carry out promotional activities; is to sign the contract, or the query sales; what aspects need each other to provide coordination and support, and so on. If you do not have this road that comes here, just imagine when we visit object is a drug store salesperson, he initially likely will we as an ordinary consumers and thoughtful service. When he recommended drugs, describes the functions, remind taboo issues, etc. and big breath, we then asked him to explain the purpose of the visit, suddenly to sentence "I am certain manufacturers, not to buy medicine, but to engage in promotional ... ...", the other will have a strong "white hard works" even the feeling of being cheated, soon will generate antipathy, resistance. At this point, to the successful development of the next work certainly is difficult.
Highlight the self win attention
Sometimes, we again and again to a firm, but each other but very few people know what we are manufacturers, sales names, and in which products have worked on. At this point, we must find a way to highlight your own and win clients most people's attention.
First of all, do not save the business card. Every time I go to the customer, in addition to and in direct contact with key players in liaison, similarly to the Purchasing Manager, financial staff, Sales Manager, field sales staff even warehouse receiving these stakeholders, a business card, to strengthen each other on their own impressions. When issuing the card, you can surprise. For example, the reverse of the card is facing up, first printed in the back of the card business of "variety" to attract each other, because customers really care about is who interact with, and is the contact person can bring his kind of profit. Business card issued once, twice, three times, until someone remember your name and you are doing varieties.
Second, the release of the product catalog or other publicity materials, it is necessary to indicate in a prominent place in his own name, telephone number and other contact information, and in different colors which highlight the handwriting; at the same time on the client stress: as long as you dial the phone, we can serve you.
Third, to have the operation is successful, selling larger management variety of name brand effect caused by the customer's attention: "you see, our company xx the products are sold so well that doing so successfully, this time with us, you are still hesitating?"
Fourth, in a timely manner to show your and other's boss and leadership (e.g., General Manager, etc.) and other key figures of the "iron": such as the presence of the surface was a visit to its parent always fraternizing, joking and talking about personal issues, etc. Just imagine, boss and leader of a good friend, the other can easily offended? of course, the premise is that you really and his supervisor or leadership has extraordinary "iron"; Furthermore the relationship between the performance of this iron too should have a degree, not to each other "take leadership to pressure people" feel. Otherwise, the effect would be counterproductive.
The wind blows on the coming
Our visiting customers, often encounter a situation in the other impatient, not enthusiastically told us: "I am now, I'm busy! you'll come. "Someone said these words, there are several cases: first, he is busy in another work or receive other customers, their negotiations, rebate points, sale price may not be easy to let you know; second, he is working with other colleagues or clients carry out recreational activities, such as a game of Poker, play mahjong, watch the football or chat to a hot topic; and third, he was anything not only because of some reason in a bad mood.
Of course, in the first scenario, we must be patient, take the initiative to avoid, or looking for the right time to help someone do something, for example, if we visit object is a drug store salesperson, when a consumer is whether to buy a product and indecision, indecision, we can help the salesperson on the sidelines, the obligation to act as a recommended a counterparty sales "helper" to strengthen the resolve of the customer the purchase; in the second case, we can join the ranks of their conversation to original ideas discussed to avoid suffering caused by the other; or the cold shoulder will we carry small gifts (such as poker) gave them as entertainment tools. At this point, we want to be able to identify oneself with the blend of posture; must have known all of omniscience. In the third case, we preferably'll visit, don't ask interesting.
Distinguish between identity finding objects
If we have repeatedly called on the same client, but little: price on indefinite, Protocol deduced, promotions are not in place, sales growth, and so on. At this point, we should reflect on whether it has found the right person, that is found on our visit to help key people.
This requires that we must deal with when you visit the "handshake" and the "embrace" relationship: "General Officer shook
Hand "to turn a blind eye to his other senses on the line; and key, key person to" embrace "together to establish a close relationship. Therefore, each other's real "identity", callers must be understood that the other end is the Procurement Manager, Sales Manager, shop managers, financial managers, or General merchandiser, salesperson, salesman, manufacturer promotions. In the different calls to the condemnation to visit different positions (position). For example, you want to buy new varieties, the customer must visit the procurement staff; to pay the purchase price, the customer must purchase and finance staff to find together; to increase the intensity of the recommended products, it is best to find a line of sales personnel.Specific areas to focus
If we want to get the customer to find out information about a similar product, mao at about product prices and sales volume, intensity, promotional rebate policy and so often flashes its remarks or even avoided that we can't investigate into competition with real information. Then we want to beat the line of "United Front" is often difficult. Therefore, we must find a key breakthrough object. For example, find an old slightly longer or post slightly higher, customers more prestige, according to his preferences, carry out the appropriate public relations activities, and the establishment of a "personal", let him tell "the truth" to us. You can even use the person's credibility, reputation and recommended insinuating to infection, convince others to reach the purchase, receipt, promotional and other purposes of the visit.
The customer's visit is a chance to battle, rarely a success, it is impossible to accomplish, once and for all. Pharmaceutical sales representatives to carry forward the spirit of "4": go thousands of miles, eat hardships, say a thousand words, want to do everything possible to pay a visit to success; to cultivate "all my fault" of the highest realm of mind: "the customer refuses, was my fault, because I lack the marketing skills; because I strongly predictive not; for I cannot provide a good service ...", to call failed and lessons learned. As long as they can exercise on the customer's refusal to "not afraid, not evaded, don't complain, not discouraged," "four not mentality", we will be successful from customer visits and near a big step.
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