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Задать вопросTraining: Telephone visit of a medical representative
08.05.20 14:18
160 
Target group: Medical Representatives and Regional Managers of OTS and RhS Divisions
Online training
- To teach the necessary skills to cling to the conversation and “activate” the doctor or pharmacist, aimed at recommending the drug;
- To teach the correct preparation for the call, depending on the type of client;
- Pump the training matrix according to a special model;
- Strategy: informational occasion;
- Create a productive and positive attitude to “warm” calls;
- To form a clear understanding of the technology of behavior during “cold” calls;
- To teach how to quickly get in touch with a client by phone;
- To teach to concentrate on the burning interests of the client and professionally present the goods;
- To master and consolidate methods of working with frequently encountered objections of customers by phone;
- Consider and work out techniques for completing the sale by telephone.
Training program
SECTION 1. INTRODUCTION TO TRAINING
· Goals and objectives of the training;
· Definition of call types, goal setting.
· The purpose of the “cold” and “warm” call;
· What prevents to be effective in calls;
· Telephone ethics;
· When to call;
· Installation things.
SECTION 2. STAGES OF PREPARATION FOR “COLD” CALLS
· Definition and setting goals of a specific call;
· Updating customer information and adjusting the rhythm of speech;
· Drawing up a conversation plan;
· Preparing for a call within the framework of “IRRRA”, creating an informational occasion;
· Psychological training.
SECTION 3. STAGES OF TELEPHONE VISIT
1. Capturing customer attention:
· Ways to capture the attention of the client;
· Volume
· Tempo;
· Intonation
· Timbre
2. Hook of clarity:
· Why am I calling;
· Ways to overcome primary resistance;
· Information occasion.
3. The development of hidden and obvious needs:
· Bringing the desired frame;
· Key short questions.
4. Presentation, work with objections and completion of the sale:
· Method of effective argumentation, three-layer argumentation;
· Phrases ligaments;
· Scripts of informational messages;
· Causes of objections;
· Analysis of common objections;
· Types of objections;
· Models of working with objections;
· The principle of vaccination of objections;
· Ways to close sales by phone / at a meeting. 5. End the call.
· Actions after the end of the call.
Workshop: calls.
SECTION 4. WORK WITH OBJECTIONS
· Objection handling techniques.
· Ready-made speech modules, scripts of answers to the main objections of doctors.
· The technique of three-level argumentation and detuning from a competitor.
· Vaccination technique and proactive testing of an imminent objection.
Workshop: working with objections by phone.
SECTION 1. INTRODUCTION TO TRAINING
· Goals and objectives of the training;
· Definition of call types, goal setting.
· The purpose of the “cold” and “warm” call;
· What prevents to be effective in calls;
· Telephone ethics;
· When to call;
· Installation things.
SECTION 2. STAGES OF PREPARATION FOR “COLD” CALLS
· Definition and setting goals of a specific call;
· Updating customer information and adjusting the rhythm of speech;
· Drawing up a conversation plan;
· Preparing for a call within the framework of “IRRRA”, creating an informational occasion;
· Psychological training.
SECTION 3. STAGES OF TELEPHONE VISIT
1. Capturing customer attention:
· Ways to capture the attention of the client;
· Volume
· Tempo;
· Intonation
· Timbre
2. Hook of clarity:
· Why am I calling;
· Ways to overcome primary resistance;
· Information occasion.
3. The development of hidden and obvious needs:
· Bringing the desired frame;
· Key short questions.
4. Presentation, work with objections and completion of the sale:
· Method of effective argumentation, three-layer argumentation;
· Phrases ligaments;
· Scripts of informational messages;
· Causes of objections;
· Analysis of common objections;
· Types of objections;
· Models of working with objections;
· The principle of vaccination of objections;
· Ways to close sales by phone / at a meeting. 5. End the call.
· Actions after the end of the call.
Workshop: calls.
SECTION 4. WORK WITH OBJECTIONS
· Objection handling techniques.
· Ready-made speech modules, scripts of answers to the main objections of doctors.
· The technique of three-level argumentation and detuning from a competitor.
· Vaccination technique and proactive testing of an imminent objection.
Workshop: working with objections by phone.
What will the participants / company receive after completing the training
- A professional and motivated team, despite restrictions on access to doctors and pharmacists;
- Increase in sales through new skills, approaches and current techniques in telephone sales;
- Increasing the number of customers and their active recommendations;
- Customer retention.
- Be able to plan your work effectively for a day/week/month;
- It is right to prioritize your work;
- Easily get in touch with the customer;
- It is right to identify the customer’s needs;
- Correctly present goods or services by phone;
- Effectively deal with customer objections;
- Professionally complete the sale by phone;
- Be able to analyze strengths and weaknesses with further setting goals for the next call, email.
Group up to 35 people
The duration of the training is two days
· Remote training uses individual exercises, real calls, group discussions in chat;
· Each participant receives presentation material that completely duplicates all slides and talking points of the training;
· Each participant receives an electronic certificate of training.
· Each participant receives presentation material that completely duplicates all slides and talking points of the training;
· Each participant receives an electronic certificate of training.
Order this training
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