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Speech skills of pharmaceutical sales

Medical representatives have to face different customers every day and have only one chance at a time. It is possible to continue cooperation after grasping the first time, so the first conversation is very important. What are the speech skills of medical representatives? The following are the speech skills of medical representatives to pharmaceutical talents.

Speech skills of medical representatives. Don't say anything critical.

This is a common problem of many business people, especially newcomers, who sometimes blurt out without thinking, hurting others and not feeling it themselves. A common example is that they see a customer's first sentence and say. Your building is really difficult to climb! ? This dress doesn't look good. It doesn't suit you at all. This tea tastes terrible. Or is it? Your business card is so corny! ? Life is more valuable than death! ? These blurted words contain criticism. Although we don't mean to criticize, we just want to make a round taste and make an opening statement, which sounds uncomfortable to our customers. Are you willing to be a cow and a horse for a good word? In other words, everyone wants to be affirmed by the other party, and everyone likes to listen to good words. Why else would there be? Praise and encouragement turn an idiot into a genius, while criticism and complaint turn a genius into an idiot? Who wants to be criticized in this world? Business people are engaged in sales promotion and deal with people every day. Say more compliments, but also pay attention to moderation. Otherwise, people will feel hypocritical and lack sincerity. Yi, who lives in my compound, one day after the salesman said goodbye to her, she came to us and said, Don't listen to him. His mouth is so sweet that it is all fake. The people trained by this insurance company are the same. They are glib! ? You see, this aunt Wang reminds us invisibly that the words of praise in conversation with customers should come from the heart and not praise aimlessly. You know, humility and nature can win people's hearts and convince people.

Speech skills of medical representatives II. Eliminate subjectivity.

In business, you'd better not discuss topics that have nothing to do with your sales promotion, such as politics, religion and other topics that involve subjective consciousness. No matter what you say is right or wrong, it has no substantive significance to your sales promotion. Some of our newcomers, who have not been involved in this industry for a long time, are inexperienced. In the process of interacting with customers, it is inevitable that they can't grasp the topics of customers, often discuss some subjective issues with customers, and finally have differences. Get the upper hand? However, after the dispute, a business fell through. What's the point of arguing about this subjective question? However, when dealing with such subjective problems, experienced old salespeople will start some discussions from the customer's point of view at first, but in the debate, they will immediately lead the topic to the products they are selling. In a word, I think everything that has nothing to do with sales should be put aside, especially subjective issues. As a salesperson, you should try to put an end to it, and it is best to avoid talking about it, which will be good for your sales.

Speaking skills of medical representatives Third, use less technical terms.

A Mr. Li has been engaged in life insurance for less than two months. As soon as he entered the battle, he showed off to his clients that he was an expert in the insurance industry. He instilled many technical terms into his customers on the phone, and they all felt great pressure. After meeting with customers, Mr. Li developed his professional expertise one after another. What? Free of charge? 、? Rate? 、? Creditor's rights? Beneficiary of creditor's rights? Many technical terms and so on. Let the customer feel that he is groping in the dark, and the other party's resentment will arise. Naturally refused, Mr. Li unconsciously missed the business opportunity of sales promotion. After careful analysis, it will be found that salesmen treat customers as colleagues and train them. How can people accept it? Since I don't understand, how can I buy products? If you can convert these terms into simple words so that people can understand them after listening, then you can effectively achieve the purpose of communication and product sales will be unimpeded.

Speech skills of medical representatives: 4. Don't exaggerate

Don't exaggerate the function of the product! This kind of false behavior, customers will know whether what you said is true or not when they enjoy the product in the future. Just because you want to achieve a temporary sales performance, you must exaggerate the function and value of the product, and you are bound to bury the next one? Time bomb? Once a dispute occurs, the consequences are unimaginable. Every product has its advantages and disadvantages. As a salesperson, we should stand in an objective perspective, clearly analyze the advantages and disadvantages of products with customers, and help customers? Shop around? Only by knowing yourself and the market situation can we convince customers to accept your products. Remind sales staff that any deception and exaggerated lies are natural enemies of sales and will make your career unsustainable.

Speech skills of medical representatives. Avoid talking about privacy.

Dealing with customers is mainly to grasp each other's needs, rather than talking about privacy issues at once. Whether it is job hunting or medical recruitment, it is a mistake. Some salesmen will say that I am talking about my own privacy. What does it matter? Even if you only talk about your privacy, don't talk about others, and tell all about your marriage, sex life and finance, can your sales make substantial progress? Maybe you will say, we don't talk about this with our customers, so it's difficult to talk about business directly. It doesn't hurt to talk about it. Actually, this kind? Gossip? It doesn't make sense to say it. Not talking about it is a waste of time, and selling business opportunities is also a waste.

Speech skills of medical representatives. No offensive words.

We can often see such a scene. Business people in the same trade have offensive words, attacking competitors, and some even say that the other party is worthless, which makes the image of the whole industry in people's minds unsatisfactory. Most of our salespeople lack rational thinking when talking about these offensive topics, but they don't know that whether they are attacking people, things or things, they will arouse the resentment of prospective customers, because when you say it, you look at the problem from one angle. Not everyone is on your side. If you are too subjective, it will be counterproductive and only bad for your sales. This immoral behavior, I believe that with the development of the times, the corporate culture of each company will be strengthened, and aggressive words will never prevail.

Speech skills of medical representatives. Flexible boring topics

There are some boring topics in sales, you may have to explain them to customers, but these topics can be said that everyone doesn't like them, and even you want to doze off after listening to them. However, due to the limitation of business, I suggest you make these words simple and summarize them. In this way, customers will not feel tired after listening to it, and your sales will be effective. If something is important, be sure to make it clear to the customer. I suggest you don't try your best to force it on them. In the process of your explanation, you might as well find some short stories and jokes they like to listen to from another angle to stimulate them, and then get back to the point. In short, I personally think that this topic is boring and customers don't like it. You'd better keep it on the shelf, and sometimes it's better to make peace.

Speech skills of medical representatives. Ask fewer questions.

In the course of business, you are worried that the prospective customer won't understand every word you say, and you constantly question each other for fear that they won't understand you. You got it? Do you understand what I mean? Do you understand such a simple question? It seems that some elder or teacher is questioning these disgusting topics. As we all know, from sales psychology, questioning customers' understanding all the time will lead to customers' dissatisfaction. This way often makes customers feel that they can't get the minimum respect, and rebellious psychology will follow, which can be said to be a taboo in sales. If you are really worried about prospective customers and don't quite understand them in your detailed explanation, you can get to know each other in a tentative tone. Is there anything I need to elaborate on? Maybe this will be more acceptable. Perhaps, when the customer really doesn't understand, he will take the initiative to tell you, or let you explain it again. Here, give a piece of advice to the salesman, customers are often smarter than us, and don't replace our advantages with our blind spots at will.

Talking skills of medical representatives IX. Avoid swearing.

Everyone wants to be with cultured and hierarchical people, on the contrary, don't want to be with those? Swearing? Similarly, in our sales, indecent words will definitely have a negative impact on our product sales. For example, when we sell life insurance, you'd better avoid it? Death? 、? Dead? It's over? However, experienced salespeople often express these sensitive words euphemistically when dealing with these indecent words, such as? Lost life? Go out and never come back? For example, replace these words that people don't like to hear. Indecent words will greatly reduce your personal image and must be avoided in the sales process. If you pay attention to and correct them, you will succeed.

The above are the speech skills of medical representatives for reference.