Pre Sales Techniques That Lead To More Sales

Prospects typically, don't have much time to spare talking to reps these days and looks like it's going to get lesser as we move on. But preparing for pre-sales does not have to be hard or complicated. It could be as simple as gathering info and plan the flow of the sales call.

What matter is the important message gets through, and it sticks. To get to that, we'll start at the very beginning - stepping into the shoes of the targeted prospects. Here are the pre-sales techniques that help you get more sales and increase your sales commission.

1. Gathering Information

There are three useful sources you can use to get the information when it comes to your targeted HCP. Decide what information you can gain from these ready resources.

• company own database
• prospect work/office environment
• prospects' support staff

2. Describe prospects' perspective

It's time to get into their shoes. How do they see what you have from their point of view? It might be useful to remember that they want to buy, but hate to be sold! How could you add value to their practice?

Getting on to their side is essential. People readily open to you when they feel that way. It shows your understanding and empathy.

Can you describe, based on what you already know of your targeted prospects, their:

• time management strategy and factors that affects it
• direct and indirect business concerns
• legal concern
• typical patients list/profile
• patients needs
• support staffs roles with regards to the business

Successful selling, more often than not, revolves around effectively managing customers' perspective and attitudes that spring from it. Three useful areas to look into are:

• their attitudes towards companies and the industry
• their previous experience dealing with both
• their way of doing business

3. Planning your sales call

The primary purpose of planning is to anticipate what you might encounter during a real sales call. It's to get you ready. The planning process involves four steps:

• info review
• objective setting
• developing strategies
• rehearse

3.1 Set the objective

This will be primarily based on what you expect to achieve from meeting the prospect. What commitment you're planning?

3.1.1 Think long term

You probably would not meet your expectation from a single visit. That's why it's essential to have a long term view of things. You can incrementally work towards achieving your objectives, as long as you're clear of what they are.

These will include:

• providing more info about the product
• testing the products
• recommending the product to peers or associates

3.1.2 Meaningful objectives

What makes an objective meaningful? It must, at least, have three things:

• the specific - objective is focused and concrete
• result-oriented - it might enlist specific action you want them to take
• realistic - it must not be wishful thinking, and must be practical and real enough for them