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Business Articles - How Salespeople Can Improve Their Listening Skills
Want to make your sales grow faster? Begin by boosting your listening skills! Listening is the most powerful communication skill you can possess. Jump-start your sales using these seven better listening tips:
1. Know what the client is sayi
1. Know what the client is sayi
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
ng.
The average salesperson listens efficiently only about 25% of the time. When a customer gives details relevant to the sale you’re trying to make, repeat what you’ve heard. Most salespeople have difficulty remembering what the customer s
The average salesperson listens efficiently only about 25% of the time. When a customer gives details relevant to the sale you’re trying to make, repeat what you’ve heard. Most salespeople have difficulty remembering what the customer s
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
aid, but many are very good at remembering what they themselves said.
If you summarize what the customer says, the customer feels that you’re listening and you internalize the message. Say something like, “So if I understand you correctly…”
If you summarize what the customer says, the customer feels that you’re listening and you internalize the message. Say something like, “So if I understand you correctly…”
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
This closing recaptures the pre-agreed on points and lets the customer hear you repeat his needs.
2. Understand the difference between hearing and listening.
Hearing is a passive activity -- you’re allowing sound waves to penetrate your ea
2. Understand the difference between hearing and listening.
Hearing is a passive activity -- you’re allowing sound waves to penetrate your ea
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
r. In listening, you actively determine meaning to what is heard -- you listen with your eyes and ears. You’re in control when a customer is talking about a problem he or she is encountering and out of control when you’re talking about yours
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
lf.
3. Maintain eye contact.
Physically tend to the conversation by providing feedback: lean forward, adjust body posture, nod your head and take notes. These are visual signs that you’re listening. Be sure to make eye contact about 60% of
3. Maintain eye contact.
Physically tend to the conversation by providing feedback: lean forward, adjust body posture, nod your head and take notes. These are visual signs that you’re listening. Be sure to make eye contact about 60% of
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
the time. The customer will become more animated and interact more strongly with you. If you look away, it’s a signal of indifference. Looking at the client as he or she speaks says that you care and helps build trust.
4. Don’t allow yours
4. Don’t allow yours
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
elf to become distracted.
Suppose you’ve giving your sales presentation and the buyer gives you feedback on what he or she needs. The problem? He nervously coughs to clear his sinuses ever three minutes. After 30 minutes, you’ve started to
Suppose you’ve giving your sales presentation and the buyer gives you feedback on what he or she needs. The problem? He nervously coughs to clear his sinuses ever three minutes. After 30 minutes, you’ve started to
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
nticipate the next cough rather than listen to what he has to say.
The solution? Mentally block out the nuisance behavior and focus on his comments.
5. Unload yesterday’s baggage.
Don’t call on customers while you’re still fuming or reliv
The solution? Mentally block out the nuisance behavior and focus on his comments.
5. Unload yesterday’s baggage.
Don’t call on customers while you’re still fuming or reliv
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
ing distracting moments from the past. Your attention is today, right now, in the present. Otherwise, your customers will be yesterday.
6. Know your client.
Evaluate the customers’ personality profile as you listen and frame the message ac
6. Know your client.
Evaluate the customers’ personality profile as you listen and frame the message ac
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ording to what is likely to make them happy. It’s important to realize that customers are driven by a force that calls for them to listen and respond in a particular way. Your job is to uncover that force.
7. Listen to the customer’s emotio
7. Listen to the customer’s emotio
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ns.
Get a clear message of what the customer is trying to tell you. Observe body language, interpret nonverbal signals that give you added insight over and above merely the words used. If they don’t match, the truth is hiding in the nonverb
Get a clear message of what the customer is trying to tell you. Observe body language, interpret nonverbal signals that give you added insight over and above merely the words used. If they don’t match, the truth is hiding in the nonverb
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
al; the body doesn’t lie.
Verify what you’re hearing. Check to make sure you’re processing the message. Ask, “Why would you say that?”
Good listeners assume 51% responsibility for the conversation. But what about the talkers? Here are four
Verify what you’re hearing. Check to make sure you’re processing the message. Ask, “Why would you say that?”
Good listeners assume 51% responsibility for the conversation. But what about the talkers? Here are four
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
techniques to heighten your customers’ listening skills.
1. Say something that shows you’re an insider.
Mention an event or talk about a relevant story and ask, “How did that affect you and your business?” Or, say something that is undenia
1. Say something that shows you’re an insider.
Mention an event or talk about a relevant story and ask, “How did that affect you and your business?” Or, say something that is undenia
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
ble, but insightful.
2. Speak in logical sequence.
The mind naturally seeks to categorize and visualize as it listens. When you present information randomly, the listener must catalog your comments, then unscramble them to fit in logical b
2. Speak in logical sequence.
The mind naturally seeks to categorize and visualize as it listens. When you present information randomly, the listener must catalog your comments, then unscramble them to fit in logical b
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
ain containers. You begin to sound foggy. It’s difficult to regain a customer’s interest once you’ve stranded him in dense fog.
3. Actively look for the “pain.”
Ask questions that are typical problems of other customers. Once you offer ind
3. Actively look for the “pain.”
Ask questions that are typical problems of other customers. Once you offer ind
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
ustry-specific wisdom, you customer will listen more openly.
4. Manage interruptions.
If the customer takes phone calls during your presentation, say, “Would it be better if we try this another time?” Is next Tuesday better for your?” Or,
4. Manage interruptions.
If the customer takes phone calls during your presentation, say, “Would it be better if we try this another time?” Is next Tuesday better for your?” Or,
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
“How much time can you give me?” If the answer is ten minutes, remind the person after the time has lapsed. Tell the customer that you appreciate the time, and ask if he would like for you to continue or reschedule another visit.
Summary
C
Summary
C
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
mmunication is a two-way street. When you're talking you're learning zero. It's only when you're listening that you are learning new information and gaining insight into your customer or prospect.
When the sales call is over, make good note
When the sales call is over, make good note
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
s in your spiral notebook immediately upon getting back in your vehicle. The best note taker often wins the battle for business. Never make the mistake of thinking that you can remember all of the details of what transpired on the sales call
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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