Ways to boost online sales for pharmaceutical

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[Music] welcome back my name is kevin sidebottom i'm an author speaker and trainer on the sales process and i work with organizations to help their sales teams work more efficient and generate more profits with common language today let's talk about how to increase sales in pharmaceutical sales yeah that's right we're going to talk about pharmaceutical sales now i can tell you by using the sales process i've created i can actually take that into any market and i've proven it out by working in different industries different parts of the country of the united states and it's worked in every single one i had to make a couple little tweaks but still works the same principles work today when you talk about pharmaceutical sales and how to grow those well what are we really saying here well we want to understand what we're doing and who we're selling to because here's the deal people buy from people doesn't matter if it's a small business business to consumer it is people buying from people i've sold to big organizations still people buying from people so how do we do this we use the sales process yep that sexy term the sales process what i'm saying here is we want to make sure we're walking through the sales process because if we answer the five buying decisions for the customers well they're going to buy from us because we're generating influence yeah because they'll actually start trusting us more and they'll start actually helping us going hey we have another issue oh great what's that issue well x y and z great we actually have a solution for that and we can help you by generating influence with people we're actually going to build that relationship because remember there's three questions everybody asks us when they meet with us do i like you do i trust you and how can you help me if we can't answer those well guess what's not going to happen we're not going to grow business in any market especially pharmaceuticals especially when you're talking to doctors offices and you have to understand the different types of buyers in those scenarios so we need to work through the sales process uncover needs make sure that what we're offering actually answers those needs we can ask our current customers what they like about us and how we've helped them maybe it's that they just like you but chances are they like your organization because they do some kind of service and now we can use the same sales process to mitigate people trying to use us as a commodity now if we sell pharmaceutical supplies to offices and hospitals typically they'll start looking at it as a commodity but we need to make sure we're using the sales process to show our value and our independence from the competition so by using the sales process we're actually going to walk with the buyers through those buying decisions we're going to answer all of their needs so we can actually increase our sales what i also recommend is annually bringing in a sales trainer to add to your repertoire yeah that's right they'll give you extra tools to put in your toolbox different spins on how you do different things make sure you're using those kind of people that line with your sales process so that way you're not taking your whole sales process crumbling up in a little ball and tossing it out the window you want to make sure that it's aligning if you have a great sales process okay we want to bring our teams in for that training we also want our teams to be teaching each other and here's how they do that they study the competition they have assignments on a specific product set and they have to teach the other group and what the competition is doing how the competition's selling and how to mitigate that because the best way for us to learn is actually teach and it helps us get more comfortable presenting in front of other people mainly our customers because our sales team is jabbing us so that way we're getting uncomfortable and getting understanding of it and being comfortable in the uncomfortable so have those teams stay an extra couple days to do planning sessions and how you're gonna do it in teaching okay now the third thing i also recommend is read books yeah i know we're in sales and we're moving fast but you can read about 10 pages a day and in 10 pages a day and a calendar month typically you can do about 300 page book that's right it's how i've done 12 books a year for the past decade i go through and take little bites it's how you eat an elephant little bites right one bite at a time we need to be studying and constantly learning by doing this we'll grow in solar profits okay if you have any questions about this video my contact information is down below in the video if you like the video hit like subscribe so other people can see it and get visibility to it i'm here to help everybody and that's it we'll see you next time you