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Selling to Specialist Physicians
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Binding: Paperback
EAN: 9780965623155
ISBN: 0965623157
Label: Black Dog Publishing Company
Manufacturer: Black Dog Publishing Company
Number Of Pages: 73
Publication Date: 2004-01
Publisher: Black Dog Publishing Company
Studio: Black Dog Publishing Company
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Editorial Review:
We published this book because many pharmaceutical sales professionals have expressed the need for more in-depth selling skills, when dealing with specialist physicians. The book covers all of the different types of specialists, selling to foreign doctors, handling objections and questions, use of clinical data, bridging techniques and group selling presentations.
There is emphasis on psychological selling, with segments on observation skills, personality styles, and body language.
Effective sales call planning is one of the major objectives of the book. In essence what we have done is combine traditional selling skills with psychological selling to maximize the effectiveness of sales call planning and execution. There are worksheets and planning documents in all key sections to assist with sales call planning.
We believe in the psychology of selling. The way to build strong customer relationships and CRM is through an understanding of the behavior styles of your customers. We have focused heavily on customer behavior styles and provide a complete understanding of the different behavior types and their buying motives. We even go a step further, and offer all purchasers of the book a free computerized 360 CRM Sales Strategy Report on their most difficult customer. This report provides the salesperson with a complete selling strategy, everything from opening statements, to features and benefits, objections, anticipated questions, and a variety of closing techniques, specific to the customer's behavioral style. This is "real world selling," and this is the only sales book that provides this service.
Our ultimate goal with this book is to provide each reader with a solid customer relationship management (CRM) sales call planning strategy that will not only help the salesperson get into the physician's office, but will also make them more effective in their sales efforts.
Customer Reviews
Average Rating: 
Rating: - Customer Relationship Facilitates Greater Physician Access
Selling to Specialist Physicians really helped me to capitalize on the face to face interaction with my doctors. The extensive explanation of the different personality styles of physician specialists shows how to immediately engage with your physicians. All of these techniques when applied in unison help the sales representative to build a long-term customer relationship with their doctors, which facilitates greater access.
Rating: - Powerful Physician CRM Selling Book
This book is a powerful physician customer relationship management (CRM) selling book for a variety of reasons. It provides an explanation of observation skills, body language and physician personality styles, as I have never seen before. Personality and behavior styles are analyzed in great detail for the different types of physicians, and the reader is shown how to determine the best approach to use with each doctor. The end result is that the reader walks away with a complete understanding of ... Read More
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