hello friends my name is Michael Stoppa
and today I'd like to give you a video
about sales calls best practices so just
to give you an example so if step one is
setting up the purpose for the visit so
if I'm gonna be talking to a doctor for
example I might say something like this
you know hey Doc the reason I'm here
today is I want to discuss with you how
you can use Product X to help patient Y
with conditions E is this something
you're interested in so let's break down
that that discussion right there now
obviously this is kind of a watered down
version we're not talking about an
actual product here I mean because you
know there are certain compliance
regulations we've got to stay with
overtime talking in generic terms right
here but let's focus on what we can't
talk about and that is this is an
example of an opening that I use all the
time
the reason I use it is because it
provides a clear goal we want to talk
about product X for certain patients not
the actual patient names but just in
general these patients that have this
condition Z for example and that's the
roadmap for the call so I know what the
call is about and the doctor knows what
the call is about and just kind of as a
look a little bit of a pro tip I'm gonna
give you like these real-world examples
throughout the video I like to set this
up before the call even occurs so maybe
I talked about this as the end of my
last call during the follow-up to my
last call or maybe it was over email if
your company allows you to send emails
maybe prior to this call you send an
email hey doc can we talk about this
when I meet with you on Tuesday or
something like that and then when you
get in you know you can say hey remember
you know we talked about this on the
last call and kind of bringing that that
process forward remember hey we talked
over email we're gonna talk about this
patient title so that's kind of like a
little bit of a tip right there the
other piece I want to talk about it's
very important and that is the are you
interested portion at the end you know
that's kind of a unless a it's a
controversial thing but I know a lot of
people shy away from asking a question
like this specifically asking are you
interested in this topic and I believe
that's critical to ask this question so
you might say well Mike what if they say
no they're not interested well I need to
know that and you as a sales rep image
of need to know that too because if you
engage in a discussion where the doctor
is actually not interested in your disc
you're gonna waste your time and their
time and you're gonna think they're
ready to buy from you when in reality
they have a lot of objections and you
have not uncovered yet so by asking the
are you interested question it does a
couple things one if they're not
interested then you can find out what
the problem is so that you can tackle
that objection first so that because
you're not ready to go to the buying
stage yet right but if they are
interested it provides a form of a trial
clothes right they said they're
interested in this if you can provide
evidence that backs up the
recommendation that you're gonna make
then by the time you get to the actual
cause later they've already said yes so
it's a beautiful thing make sure that
you don't skip the are you interested
portion of the question
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