Most successful salespeople would say that asking good questions during a sales call is key to making the sale. If you probed a little deeper, they would probably also say that it's the kind of question and how they ask it that make a question effective. The purpose of asking questions in a sales call is to create meaningful engagement that uncovers a need the customer has, which you can then meet. Well-thought-out questions stimulate an exchange of information, leading both the sales representative and the customer to a better understanding of the customer's needs.
Account-based selling that involves multiple decision makers is more complex than selling to just one decision maker. But it still demands one-on-one interactions at essential moments. How do you get them? One key is having an advocate on the account.
Establishing positive, productive relationships with opinion leaders is key to bringing value to his or her treatment of patients. MSLs often need to communicate complex information. This is much easier and more effective with a good professional relationship.
Good training programs are based on performance objectives that concern how people use their learning in their jobs. If training departments fail to link performance objectives with the company’s business objectives, then learners may develop skills, knowledge, and behaviors that don't meet the organization's needs.
MSLs are often asked to present dry technical data to opinion leaders. How can you do this effectively? One way is to adopt a listening mindset, focusing less on what you want to say and more on what they need to understand. This subtle difference creates good knowledge transfer and builds your credibility.
Malcolm Knowles, one of the fathers of adult learning theory, wrote that "Teaching, like medical practice, is mostly a matter of cooperation with nature. The function of the teacher is to guide the student into the experiences that will enable him to develop his own potentialities."
Selling today is complex: multiple stakeholders all have a say in what to order, how, and when. The landscape requires a strategic, integrated selling approach. A solid sales model can give structure to integrated sales, and make it easier to develop selling skills.
For Medical Science Liaisons, selling is taboo. MSLs provide support to health care providers; sales reps convince them to adopt a product. But sometimes MSLs do need to have influence—for instance, to alter an opinion based on incorrect data. The ability to influence others can be vital to an MSL's success.
Coaching should be simple and intuitive. Managers won't use a complicated coaching process that takes hours to prepare and execute. A simple coaching approach has managers ask themselves three questions. We call it the Coaching Mantra.
If you're a manager long enough, you'll encounter a decline in performance from one of your direct reports. It won't get better on its own—so when you uncover it, take immediate corrective action!
On January 17, 2017, the Senate confirmation committee asked Betsy DeVos how she would measure student achievement.
The way to combat dull PowerPoint-driven sessions is by knowing, understanding, and mastering your responsibilities as a facilitator of learning.