Introduction

Recently the South African Healthcare market has changed dramatically. The successful sales person is the one who adapts and sees the changes as an opportunity, not a threat.The use of NBI Brain Profiling in selling enables both the experienced and the rookie representative to understand how they and their customers communicate and interact and to use this in the sales call to enhance relationships and communication, thereby growing sales.

Objective
To improve the productivity and performance of the healthcare representative by:

  • Understanding and using thinking skills preferences to improve customer interaction.
  • Motivating them to use effective selling skills in a competitive market.
  • Providing practical selling skills with the opportunity to practice and apply these skills in workshop and role-play sessions based on company products and promotional campaigns

Programme Outline
Each delegate will complete an online NBI assessment prior to the workshop to determine their preferred thinking style. At the start of the workshop their results will be explained and the different styles will be explored in detail including how to determine your customers preferred thinking style. Using this information they will then have a greater understanding of their own preferred communication style which they can in turn use for improved communication and interaction with their customers. The workshop will cover the application of this knowledge in the following areas of the sales call:

  • Call preparation
  • Questioning, Listening, Interpreting,
  • Observing and Acknowledging
  • Reading Buying signals
  • Successful closes
  • Developing dynamic, attention-getting opening statements.
  • Identifying customer problems & needs
  • Handling objections
  • Role Play Implementation

Who should attend
All sales representatives who will benefit from a creative styles approach to selling.

Duration: 2 day workshop

 

Schedule:
26TH & 27TH JANUARY 2012
12TH & 13TH MARCH 2012
14TH & 15TH MAY 2012

Price:
R5500 EX VAT
 
     
 

Do you build empathy with your customer at the first call?

Are you confident to ask for the order, close the sale, gain commitment and ongoing sales?

Do you see a customer objection as a threat or an opportunity?

 

Smart Selling Skills is:

Healthcare specific.

Tailored to company products and sales force requirements.

Built around company marketing strategies and promotional campaigns.

Able to offer your sales force realistic detailing/selling to outside “doctor/pharmacists. “