Sales skills are all the ways to help you achieve your sales goals in the sales process. The following are my skills in drug sales, welcome to read.
Pharmaceutical sales presentation skills 1 1, professional
Employees should understand the etiology, explicit and implicit manifestations, development and prognosis of the most basic common diseases; Need to know the indications or functional indications, adverse reactions, contraindications and taking methods of commonly used drugs.
It should be emphasized that to achieve this effect, pharmaceutical professionals need to accumulate, refine and summarize their understanding of diseases and drugs in daily sales.
Actual combat one
Customers buy children's paracetamol and chlorpheniramine to treat children's colds. We know that most colds are caused by viruses, so at this time, we should tell customers that colds are mostly caused by viruses. Giving children cold medicine must contain antiviral ingredients, and the effect is the best!
Comments: This sentence requires employees to understand the cause of the disease and master the ingredients and functions of the drugs sold. In a word, it can not only realize the sales of compound paracetamol and amantadine containing antiviral components, but also realize the sales of Chinese and western medicines with antiviral properties.
Actual combat ii
An old man came to buy vitamin u belladonna aluminum capsules. We know that one of the adverse reactions of this medicine is that it is easy to cause constipation. Some elderly people are prone to constipation; The way we use one sentence is: Aunt, how is your stool? Nothing more than three situations-dry, normal and irregular stools; If it is the first two, we can remind customers: don't take this medicine, it will … you'd better use …
Actual combat 3
A customer with herpes zoster came to buy acyclovir tablets. Store managers and shop assistants with pharmaceutical knowledge should know that "the complication of herpes zoster is neuralgia that may occur after herpes is cured", so they might as well say to customers, "You must eat VB, which can relieve the pain and neuralgia in the future to the greatest extent."
Comments: This sentence needs to know the customer's complications and possible prognosis.
2. Affinity type
Actual combat one
As soon as a familiar customer enters the door, the best way for the store manager and the clerk to say hello is: "Hello, Uncle Zhang, how are you ..."
Comments: This greeting will create a harmonious sales communication atmosphere, and at the same time create a greater opportunity for our customers to turn around in the future, and even introduce them to customers! Of course, this requires our sales staff to make some efforts to remember some information of regular customers, such as names, birthdays, home addresses and so on.
3. Types of commitment suggestions
This technology is used for hesitant customers in order to recommend target products after understanding their disease manifestations and drug performance.
Actual combat one
"You can use this potion for external use. After using it, your itching will definitely be relieved! "
Comments: If the drug recommended to the customer is symptomatic, you can completely dispel the customer's concerns about the product effect with the tone of 100% commitment.
Actual combat ii
When a mother wants to buy medicine/nutritional supplements for her children, she might as well say, "Elder sister, this XX medicine is most suitable for children. Absolutely fruity, not bitter at all! "
Comments: "Absolutely" and "not bitter at all" are the use of promise and implied wording.
4. Caring type
Actual combat one
"This ulcer must be eaten for a course of treatment, otherwise it will be perforated or bleeding, which is difficult to treat."
Comments: Based on caring tips, talk about the prognosis and development of the disease, and remind customers to use drugs during treatment. This wording applies to most chronic diseases.
Actual combat ii
"If you have the habit of taking aspirin all the time, you must add a little metoclopramide, otherwise your stomach can't stand it."
Comment: In the tip, in order to reduce the adverse reactions caused by drugs, customers are reminded to take drugs together.
Drug sales skills
To do a good job in drug sales, we must first understand the drugs sold and the needs of customers. Drug sales should be familiar with the efficacy of each drug, and customers who need to buy drugs should quickly understand their needs and recommend suitable drugs to them.
1, smile service. Customers should smile and say hello when they enter the store. Try to use titles such as aunt, uncle, aunt and girl. Quickly eliminate the barriers with customers. A relaxed mood and comfortable feeling are conducive to the achievement of sales.
2. Ask carefully. Some customers who enter pharmacies are all slightly ill. Drug sales should carefully ask customers' needs and recommend effective drugs to customers. The customer is effective after eating it, which will give you a sense of trust and security, and will go to your drugstore to buy it next time.
3. Observe patiently. When introducing drugs, we should carefully and patiently observe whether customers are interested in drugs, and strive to recommend the most suitable drugs to customers patiently and meticulously.
Drug sales speech skills 2 skills of communicating with customers when selling drugs from one dimension to multiple dimensions
I invited some people to introduce myself when I was training "winning stories" for Kelpolo tiles. As a result, something interesting happened. Many people can only talk for a minute or two, but their introductions are surprisingly similar: name, where they come from, what specialties are there, and finally welcome everyone to be a guest. I gave them a pertinent evaluation, that is, everyone only gave a name, or a symbol, and no one would remember the difference between Zhang San and Li Si. This is the one-dimensional performance when we usually introduce ourselves to others. What the other person sees is a flat person, with no expression and no story.
Change has begun. When I said, please try to introduce yourself with "the worst thing of 20 14" and show what you want to tell everyone, many people began to prove their strength, kindness, diligence and simplicity with their own stories. Everyone understood and began to recall some similar experiences of last year. At this time, the storyteller became a multi-dimensional person with voice, emotion and thinking, and more people suddenly became interested in her story.
The problem of setting traps in the skills of selling drugs and communicating with customers
If an average-looking girl asks you, "am I beautiful?" At this point, how do you answer? Lying is certainly not your strong suit, but telling the truth will undoubtedly hurt her. At this time, we need to discuss another topic, tell her that you are cute? If there is nothing wrong with her IQ, I think she can hear the implication of your sentence.
Tell a story with traps. Tell him that a coin always has two sides, and which side is better depends on different situations. Betting on who wins always depends on the prior agreement, so beautiful girls may not always win the competitive advantage.
Narrowly view the skills of selling drugs and communicating with customers.
If you want a person to see the facts beyond his current practical ability, then you should use stories to make him travel in the vast world, keep him interested for a long time, and make him feel that the story is true.
Each of us only knows what we are doing at present and knows nothing about other people's fields. Just like the prescriptions prescribed by doctors in the past, no one knows what those tadpoles mean in Arabic. So when the doctor explains the illness to us, he will use metaphors to let us know what he is talking about. I prefer Drucker's and Handy's books, because these masters can always understand the true meaning of management from trivial matters of life. It is these stories that made me interested in management from sales enthusiasts.
The skills of selling medicine and communicating with customers are self-evident.
Life can always cause so much trouble that we can't give a black-and-white answer to the question. Doctors don't directly tell patients that they have reached the end of their lives. They always say helplessly, enjoy the present life and finish what they have not finished.
Faced with the company's strict expense reimbursement system, you can't say no to the company at this time. The clever sales manager told the story of a competitor, why the sales staff of the competitor can always get the sales order faster than us, because many of their businesses are negotiated at the wine table.
As a shopping guide for building materials products, you can't ask customers to make a purchase decision as soon as possible. At this time, the story of "because the customer hesitated, he didn't buy the last product immediately and sold it out" is even more convincing. After telling these stories, you just have to keep silent.
The story about indecision is a true story. When I was choosing tiles, I originally took a fancy to a living room brick made of quicksand. As a result, when I hesitated to compare for 2-3 days before buying, the shopping guide told me that the product had been sold out and the company could no longer order. Do you know how much we regretted it? I have an aversion to this shopping guide. Why didn't you urge me to place an order?
Don't ask me about selling medicine and communicating with customers.
If you are a leader, you will always encounter various problems raised by subordinates. What should you do? If you give him the answer directly, he may have more and more questions, as many people say, "Kick the ball to the leader and the leader becomes the goalkeeper." But you can't put up with "don't ask me" irresponsibly. If so, your subordinates will be disappointed with you, and it is easier to lose the direction of their work.
Tell him a story and tell him that there are some things that need to be solved by himself. Just like a pony crossing a river, the squirrel said, "The water is so deep that it doesn't reach the neck", and the elephant said, "The water is so shallow, but there are no feet." The old horse encouraged the pony to go into the water without knowing the water depth. A leader is an old horse leading the way. Let the pony do it and practice.
If you simply give an answer, then you give others only a fish; If you tell him a story, then you give others a way to fish.
Demonstrate skills in selling drugs and communicating with customers.
If you are a shopping guide selling soymilk machines, you certainly know how to sell more products and demonstrate them directly in the store. But we sell floors or tiles. What shall we do? Of course, one or two products can't see the overall effect, so we should put the pictures of the decorated customers' homes in the exhibition hall and tell them a warm story about their home.
Product comparison is a very effective sales method, which is used in many advertisements of weight-loss products we see now. By using some weight-loss products, a bloated woman suddenly became a beautiful woman with a thin waist and a tall figure. Everyone has their own ideas about the story of losing weight, and even began to guess where this beautiful woman is now and what is the situation?
Tell your boss that he is wrong.
Communicating with leaders always requires skill. Even if you have deep feelings with the leader, he still needs your respect on many occasions, so going straight is not the best choice.
As an assistant, how to remind him to pay attention to the speaking time? The longer he procrastinates, the more boring he becomes, just like a lazy wife's foot-binding cloth-smelly and long. Tell him about your 1 1 year-old son's careful preparation during the speech contest at your convenience, but on the day of the contest, the organizer suddenly said that the time should be shortened from the original 15 minutes to five minutes. Your excellent son didn't want to bury his talent, but he finished 15 minutes. Your son was very depressed afterwards. If he knew that the judge had given him a B, he would rather speak only for three minutes. In fact, a wonderful speech only takes three minutes.
Don't tell me what to do.
; Giving instructions directly may lead to malicious obedience-seemingly unconditional obedience, but in fact it is difficult to agree with your decision. As a sales manager, you will tell your subordinates that "service spirit" is much more important than "sales skills", but for those who just left school and love sales, they will not agree with you. They think that sales is a knowledge that pays attention to strategies and methods to communicate with people.
Don't worry, at this time, tell him a story, that is, "how we braved the heavy rain to deliver the goods to the customer's shop at seven or eight o'clock in the evening, and finally won the trust of the customer."
The Story of "Reasoning" in Language Communication Skills
A group of psychologists have done an experiment, that is, when you want to tell people whether to do something, it is much more effective to give reasons than to ask directly. For example, if you want to buy a ticket at the train station, you should say to the person in front of the queue, "I have something to do at home. Can I buy a ticket first?" This will improve the possibility of obtaining permission.
"Because" is not the best answer, especially when telling the other person not to do something. What is needed at this time is a story. When you want to remind people around you of the dangers of "drunk driving", Gao's stories will certainly attract everyone's attention for the simple reason that these stories happen around you, and he is well known.
Drug sales speech skills 3 First, be familiar with drugs
Know about drugs All drug salesmen in pharmacies should be familiar with it. Be familiar with the curative effect of each drug, and which drug of the same type is more profitable. Try to recommend drugs suitable for customers, but also bring profits to pharmacies.
Understand customer needs. When customers enter pharmacies, they generally need to buy medicines, and few of them have nothing to do with visiting pharmacies. Therefore, sales staff should quickly understand the needs of customers and recommend drugs suitable for them.
Second, the service method
Smile service. Customers should smile when they enter the store. The opening is: hello. Address as: aunt, uncle, aunt, girl, etc. quickly eliminate the gap with customers. A relaxed mood and comfortable feeling are conducive to the achievement of sales.
Ask carefully. Some customers who enter pharmacies are plagued by minor ailments, and salespeople should recommend drugs that are effective for minor ailments. You ask carefully, and the medicine given to the client is also accurate. The customer is effective after eating it, which will give you a sense of trust and security, and will go to your drugstore to buy it next time.
Observe patiently. When introducing drugs, it depends on whether customers are interested in drugs. Don't judge a book by its cover, try to recommend the most suitable drugs to customers patiently and meticulously.
;