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10 Cards in this Set
- Front
- Back
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Need (def)
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A desire to improve or accomplish something
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Feature (def)
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A characteristic of a product or organization
- chemical class - dosage - onset and duration - AEs - cost |
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Benefit (def)
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What a feature means to a customer
"what is in it for me and my patients?" |
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Two categories of physicians needs
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Therapeutic and non therapeutic
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Therapeutic needs
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Relate to patient treatment
- convenience - efficacy - safety |
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Non Therapeutic needs
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- Product packaging
- Cost - Availability |
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Need satisfaction selling
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The process by which you identify customer needs and present product features and benefits that will fulfill those needs
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Skills used during sales calls
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Building rapport, bridging, opening, probing, supporting, closing, dealing with indifference, dealing with concerns
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Core selling skills of the Need Satisfaction Selling process
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- opening
- probing - supporting - closing |
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Customer Profile
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- managed care
- what current treatment preference - what kind of patients - likes and dislikes of my product |
