Pharmaceutical investment personnel have skills to retain the investment market

Investing in pharmaceuticals is a matter of knowing oneself and knowing one another. Before visiting customers, make full preparations, mainly including understanding all the information of the other party as detailed as possible, and then carefully analyze and summarize what you want to express, what the other party may ask, and how you can answer. Pharmaceutical Investment Network points out that if you think about the other person's person in charge, what should you do? What should I do when I call a voice mail or fax? What to do if the other party smashed or refused? The more fully considered the possible situations, the more able to grasp the initiative in communication. The chance of success has also increased.

Pharmaceutical investment personnel should be straightforward and curve forward. The success rate of direct customer promotion is very low. If the odds of successful multiple rounds of curves are significantly increased, for example, when communicating with customers, do not rush to say what you want to say because customers want to hear and you want to say never. In the same way, it is the most sensible way to make customers interested at this time. You can talk about some topics that customers are interested in or topics that are relevant to the business and can bring benefits to the customers. Then, after eliminating the feelings of strangers, you are leading the topic to you. Purpose, and appropriate questions will inspire customers' interest, and at the same time, they can learn more customer information, and some key big customers must make strategic advancements. The first few contacts can even talk about your business first. Only establish contact with them and solve problems for customers as much as possible.

Quality first, quantity second. One of the most critical elements of sales techniques is quantity. Success is a probability, and the greater the number, the greater the chance of success. In the pharmaceutical investment market, there is a saying: “Sales is always a digital game.” This is true, but it can be added: “The pursuit of quality will make this game even more exciting.” When doing business, we need to increase quality while increasing quality as much as possible. We must control the quality. The quality here refers to more valuable customers, the degree of emphasis and negotiation skills. Because simply asking for quantity is likely to consume a lot of energy on low-quality but hardly profitable customers, the 80/20 law also applies here. Only increasing quality while ensuring quality is fundamental to improving performance.

The best customer visit method for pharmaceutical investment personnel. It is very popular nowadays, and it is generally believed that people are afraid of meeting and the tree is afraid of fur skin. They have met with a higher rate of success than those who make calls. However, the actual situation is unfamiliar. It is difficult to find the person in charge and it is exhausting in the day. Only 3-5 customers can be visited on average (differing according to different industries), and the success rate is lower than that of telephone calls. You can make at least 50 calls a day on the phone. The method is flexible and it is easier to find the responsible person. The frustration at the time of the unfamiliar visit failure is much higher than the frustration at the time of the failure of the telephone visit because the cost of the two is different from the psychological state.

Pharmaceutical investment must have special maintenance and communication. During the holidays or major events, the sales staff will send some emails for invitations or greetings to customers because of the large number of customers. In order to save time, they usually send emails in bulk. However, the effectiveness of such emails is very poor, because the mainstream emails will be Discard most mass mailings as spam. Indifferent factors such as age, gender, identity, etc., using mail masses also appear to be insufficiently valued by customers.

Self-development does something wrong. In recent years, the beneficial attempts of pharmaceutical investment merchants in terminals have also merited attention and study. Some of the prophetic investment enterprises have not met the need to rely solely on agents to make terminals. Instead, it has adopted various models and has achieved good results by building its own teams and self-operating terminals in some pilot markets. Of course, the medical agent network analysis must pay attention to some issues: For the terminal market to be self-operated, there must be no customer operations, so as to avoid unnecessary disputes, affect customer relations and existing business order; in the area of ​​terminal operations On the other hand, it is best to select the province where the company is located and where the city is located, so that enterprises can effectively use various resources to maximize the sales of products; at the same time, pharmaceutical investment recruiters must strive for excellence in product selection for terminal development.

Abandon the homogenization and take the specialization. When the development of the pharmaceutical environment evolved from an era of huge shortages of drugs to an unprecedented era of unprecedented drug use, it is also destined for enterprises in this industry to make more efforts to achieve success. It is in such a situation that differentiated marketing based on professional operations is imperative. The introduction of pharmaceutical products indicates that, in terms of specific investment in pharmaceuticals, it requires the integration and implementation of large-scale integration. It not only specializes in propaganda and professionalization of personnel, but also specializes in product research and development, business promotion and other aspects based on terminal research.