If you’re a sales manager in the pharma industry, you’ll probably have experienced this first-hand. Clinics and hospitals now impose greater restrictions due to safe distancing measures.

While some people may believe face-to-face selling will return, a new culture and accepted norm has already set in. We can still meet HCPs in-person, but the majority of decision making will be done online.

For us in the sales industry, there has probably never been such a huge shift in selling practices ever before. Trying to build rapport over a screen? There’s only so much you can do to create emotional connection.

But today, I’m not here to tell you the importance of virtual selling. The statistics prove that virtual selling is going to be the future. Research done by Bain & Company shows us this:

• “About 60% of surgeons believe that restrictions on in-person sales representative access are likely to persist even after a Covid-19 vaccine is available.
• Of the 75% of physicians who preferred in-person visits from medtech representatives prior to Covid-19, 47% now prefer virtual exchanges or less-frequent visits.
• Many physicians once skeptical of virtual interactions with sales reps now report these exchanges are high quality.”

Based on the above, you know the new norm is already here. And they are likely to persist in 2021.

Therefore, what we need to discuss is how to improve virtual selling so that sales targets can be restored to pre-COVID levels (or even exceeded).

For that reason, I’d like to borrow an analogy from oncology to show you why this new approach to virtual selling is far more effective.

Using Cancer Treatment As A Sales Analogy

Now I’m not a doctor, so I’ll keep this explanation as simple as possible.

Put in layman terms, cancer is a medical condition where certain cells in the body start dividing uncontrollably. This can lead to tumours forming in various organs of the human body.

There are two possible ways to treat cancer: chemotherapy and immunotherapy. We won’t talk about the others because they will not further our understanding of virtual sales.

Let’s now return to the two possible methods of treatment. 

Chemotherapy is a “treatment with drugs that kill cancer cells directly. Chemotherapy attacks all rapidly-dividing cells within the body, effectively targeting fast-growing tumors.”

On the other hand, immunotherapy aims to strengthen the patient’s immune system to fight against the disease. This is achieved through enabling the immune system to “recognize, target, and eliminate cancer cells throughout the body.”

Which is the more effective approach? 

Some conclude that immunotherapy is more effective because it can provide long-term protection against cancer. This is achieved because the immune system is now able to detect cancer cells.

However, chemotherapy relies on drugs to eliminate cancer cells. Hence, the body becomes reliant on the drugs in its fight against cancer. Once the treatment is not administered, the cancer cells start spreading again.

But before this becomes a medical debate…let’s go back to our topic of virtual selling. 

Condensing the discussion above to its key points, there are two possible ways to treat cancer. The first is to destroy the cancer cells, and the second is to strengthen the body to destroy the cancer cells.

If you think about it, aren’t those the two ways we can hit our sales targets in this new normal as well?

This is how it’s similar: our sales teams are “under attack” because of COVID. A failure to adjust to virtual selling causes sales KPIs to be missed, which can directly affect the revenues of the companies we’re in as well.

2 Different Perspectives On Virtual Selling

Sales managers generally respond in two directions:

The first direction is to try and fight back against this new way of selling. To adopt an aggressive approach to destroy all objections and obstacles, just like how chemotherapy kills both cancerous and non-cancerous cells. 

We pressure our sales teams to hit KPIs and play the numbers game – but meeting more prospects doesn’t change much if they can’t close deals.

However, the second direction is to focus on empowering our sales teams to thrive in a new selling environment. By strengthening their ability to recognise, target and close the right accounts, your sales team is able to create a significant difference in bottom-line revenue.

Just like how immunotherapy creates a long-term change in the human body, the right support can empower a sales team into peak performance in today’s uncertain business environment.

In fact, this principle is closely followed in my ADÆPT Sales System.

How Can Pharma Sales Teams Thrive In 2021?

If you’ve ever considered levelling up your sales team, it’ll be good to know what is typically taught.

Most “sales tips” in a virtual selling environment aren’t related to sales. Instead, they’ll tell you how you need proper lighting, a good webcam and a clear audio system.

Those factors are needed for a good first impression, but buyers have come to expect that. Looking professional in a virtual environment is just the start of clinching a deal. Yet, some salespeople mistakenly think that’s the only adjustment they need to make. 

Well, that’s assuming their prospect even shows up for the appointment. Most prospects are simply unwilling to meet sales representatives because of the new normal we’re in.

Selling in a virtual environment is first and foremost about SELLING. It’s not simply about looking good on camera – non-profit organisations like Toastmasters will teach you that well. 

However, if you’re looking to generate substantial profits for your company, virtual selling requires salespeople to adapt their methods of prospecting and closing into the online medium. It does not entail using old practices in the same way.

To thrive in a post-pandemic world, you’ve got to adapt before you can become adept. 

The post Why B2B Pharma Sales Should Function Like Immunotherapy? appeared first on Jacky Lim | Top Singapore Sales and Public Speaking Coach.

Principle #1: Being Specific

The first technique is being specific. Specificity in your feedback helps reinforce specific traits. Rather than making generic comments, give specific reasons why you are happy or upset about their performance. When you get specific with your feedback, you connect on a deeper level with your team members and increase the chances of driving across the right message.

For instance, if you walk up to your team members and say “oh Joe, you did a great job in the project, keep it up”, you’ll make much less impact than saying something like “oh Joe, I see you have helped up improve in this area that we have been lagging in, and you are now making us more competitive. That is awesome”. In the second comment, you help remind your team members of what is actually important and what best to do about it.

When you are specific with your comment, your staff will easily be able to identify and double down on exactly what they need to do earn rewards and recognition.

Principle #2: The Stronger the Why, The Smaller the How

Focus more on the why rather than the how. Do not put emphasis on the what and how. When you nag or scold someone, you are essentially dwelling on the ‘what’ and ‘how’. Nagging does not create lasting results because the person on the receiving end does not get motivated when you repeat instructions over and over again without telling them why they need to change.

Change in life is often a matter of motivation. The ‘Whys’ tell your sales team what they stand to benefit from a change.

Principle #3: Examine Who You are Giving the Feedback to

Understand the reason on wanting to give feedback. Here is a remarkable story that reflects the importance of understanding who you are giving a feedback to.

One day, a student of Confucius’ Tse Kung, received a stranger at Confucius’ house while Confucius was asleep. The stranger came to challenge Confusions’ wisdom. Trying to prove that he really had what it takes to discredit Confucius as he was getting turned away, the stranger asked Tse how many seasons there are in a year. When Tse answered that there were 4 seasons, he laughed and said there are only three seasons.

Both started arguing and Confucius was woken by the uproar. When he came out to find out what was going on, Tse explained the argument to him. However, Confucius immediately agreed with the stranger that there are only three seasons. Later on in the day, after the stranger had left, Tse approached Confucius to explain why he agreed with the stranger when they both knew there are indeed 4 seasons.

Confucius then replied asking if he did not recognize the stranger’s green costume. He pointed out that the stranger was dressed like an adult grasshopper that does not survive during winter, so therefore Winter is non-existent to him.

Remember when giving feedback, ask yourself why you are giving the feedback to the person in question.

Find out more on sales motivation through our sales training progam. Do feel free to comment or share your thougts about this article.

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Re-Engage and Re-Energize

During these times, reach out to and re-engage with your clients. Let them know that they are not alone. Emerge as a problem solver. Whether you want to expand regionally or globally, the lockdown might present the perfect opportunities if you are willing to utilize the technology at hand. With most of the world restricted in their daily activities, it’s time to engage and energize because if you act now, you will surge to the frontlines and be ahead of the game for the future.

Explore New Ways of Doing Things

Innovation has always given those willing to take the unknown steps forward an edge. Yes, you’ll have to relearn how to do things differently but look at it as an opportunity and not a hindrance. Online meetings have recently emerged as the ‘go-to’ way to conduct business from home. Before the pandemic, using online platform such as Zoom was not as popular, but they have now harnessed their power to push their conference call platform to the forefront as a true leader. Are online meetings a new way to do things? In some ways, yes but in others, it pulls from the old to make it exceptionally user friendly and lets many explore new ways to do things in the business world that they had not previously considered. Without a doubt, Zoom is a great example of a company that harnessed their technology to conform it to the changes occurring in the world as many seek to work from home while they shelter-in-place.

Take the Reins as a Problem Solver

In times of uncertainty, people often naturally drawn to problem solvers. They want to see someone take the reins with confidence because, in return, it inspires confidence within themselves. Having someone at the helm in control whom you trust feels good. You want to drive home that fact to your clients. In the past, many have turned to you, and now you want them to see again you working with them as they look ahead. There will be an end to this bleak time, and you want to take the steps that are necessary to stride into the future with confidence. Within the midst of any crisis are opportunities, and you don’t want to let them slip through your fingertips.

Conclusion on How to Increase Your Sales During COVID-19

A third of the planet’s population remains in some form of lockdown, so the playing field is level. It is time to make the best out of a particularly challenging and historic time in the world. 

As a rundown of what we have covered in this article on how to increase your sales during COVID-19, here are the top three takeaways: 

• Re-engage with past clients and do not be afraid to reach out to new ones
• Embrace the available technology to forge ahead and seek out new opportunities
• Emerge as a leader and problem-solver as you prepare for the next step and what the future holds 

Yes, we are living in uncertain times, but you can use the unique situation to drive your sales and prepare for a better tomorrow.

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Sales training programs have promising benefits for both individuals and businesses. Many who invest in training programs have found effective results in sales. Let’s have a look at the benefits of a sales training program.

1. Increase Revenue and Sales opportunities

One of the most apparent benefits of a sales training program is the ability to close more deals effectively. Sales training helps explore one’s strengths and weaknesses and identify what is best. Understanding efficient sales techniques will help to increase confidence.

Learning the ability through these valuable insights and experienced sales trainers can help develop techniques and increase self-confidence. Improvement in sales methods will, in return generate more sales revenue for the business. Having a good sales team will have a significant impact on future opportunities and growth.

2.Incorporate Best Sales Practices

Technology and the internet have allowed everyone with information quickly. A search about the best sales practices will reveal information required. However, to apply these practices would be challenging. Reading can provide knowledge, but with sales training programs it will not only provide the right education but offer clarity on the subject. The sales trainer can also arrange practical sessions to simulate a sales meeting.

3.Improve Communication Skills

With sales training, one can improve both communication skills and confidence, especially in a highly pressured meeting. A good salesperson does not need to use a structured script. Instead, they engage their leads in meaningful discussions by providing useful information. Sales training helps them to conduct any communication with the right skills to be effective in getting the message across.

4.Increase Employee Retention

With constant rejection daily, it can be demoralising for the salesperson, especially in competitive industries. Often this will lead to high sales turnover rates. Sales training and proper guidance will give a salesperson the confidence to develop and succeed. A strong sales team with adequate training support will lead to higher employee retention.

5.Create accurate sales forecasts

With regular communication with customers, this will help to build relationships and allow a better understanding of the customer’s demand and requirements. The skills will lead to accurately predicting sales results and also provide to the different department heads that are not in dire.

The post Ways You Can Benefit From Sales Training appeared first on Jacky Lim | Top Singapore Sales and Public Speaking Coach.

Let’s go through are some components to look out for in an effective sales training program.

1. Sales Foundation Skills training

Below are some necessary sales skills that every salesperson should understand. For the experience sales a refresher is always good.

• Research on potential prospects
• Making cold calls/ sending emails
• Pitching the sale
• Drafting the proposal
• Closing sales
• After Sales Support and Service

2. Understanding Customer Experience

Empathy is one of the essential traits of every salesperson. Those who can cultivate this attribute tend to understand consumer requirements well. Having to show understanding will allow the customer to have a pleasant experience during the sales process, from the beginning to closing.

Customer experience training to new hires is an essential aspect of training programs.

3. Conducting Practice sessions

Create real-life situations and simulated exercises with the sales team on how to show empathy to customers. Being able to adapt and understand different conditions and people is a important sales skill to learn. Role playing is a good method to get sales people to practice and be corrected and prepared. Videos and role-playing visual demonstrations are helpful interactions to have during the sales workshop

4. Product and industry training

Product knowledge is a vital tool for closing sales. Sales product training will increase customer confidence, especially when the salesperson can answer difficult questions. Trust and good impression are often built through good product knowledge and familiarity with the industry.

5. Finding out one’s Unique Selling point

Developing each unique selling proposition and encourage creativity to stand apart from the competition. Avoid having to close deals based on price factor only. With the UPS it can be included into marketing materials and presentations to make a difference for customers.

6. Team-Building Activity

Sales training designed for sales teams with activities to increase presentation, communication, listening skills can help with team building and also improve the culture of the group at the same time. Having each salesperson to share things about each other can also be a great way to know each other.

With an excellent sales trainer in conclusion, most importantly, training will be a fun, interactive and lively experience.

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What Are the Advantages of Corporate Sales Training?

Participants get to understand sales and marketing psychology and improve the bottom line. Salespeople can be taught how to communicate with end consumers and convince them about the merits of their products. 

Corporate sales presentation training will enable you to create efficient PPTs and pitch products or services before the client — thereby, resulting in relevant exposure, conversions, and finally sales.

Identifying Areas of Improvement

When you opt for a premium sales coaching course, we will design the training construction and personalize it, catered to your needs. We will take into consideration factors like experience level and history of accomplishment. While certain areas might need a slight polishing, others might demand considerable improvement. Sales training programs can identify weak and strong points and guide accordingly.

Providing End-to-end Training

Some of the elements of end-to-end corporate sales training include prospecting, building relationships, polishing communication skills, discovery, sales strategy, closing deals, sales management, and customer retention. The course will start by reviewing the fundamentals of these blocks through multiple hands-on tasks. You can then replicate them in your own policies to build a powerful sales strategy.

Advanced sales training programs are specifically designed for professionals who have matured sales experience in their careers and want to unlock their potential further. They can opt for advanced course materials, which entail one-on-one coaching sessions and brainstorming ideas for distinct sales-related issues.

Polishing Communication Skills

If you wish to build a successful career in sales, you need to constantly develop your skills in effective communication. Several sales training programs also have sessions to fine-tune your existing speaking and listening skills. These coaching classes will teach you how to cater to both the short-term, long-term, and future requirements of your customers. 

It is a known fact that it costs almost six times to acquire a new customer than retaining an existing one. By refining your sales strategy, you will be equipped to meet your clients’ needs, which is inevitable toward maintaining a long-term relationship.

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The good news is that you have nothing to worry about. Many of the greatest public speakers have gone through this phase of extreme stage fright. Panic may strike anytime – when you deliver a speech in front of an audience, presenting a business pitch or even a job interview. So, how do you overcome your fear of public speaking if you wish to do better in your career? Well, let me help you get started.

Take a Look Back at History

Did you know that the study of public speaking and the art of persuasion started way back, around 20 centuries ago, during the time of the ancient Greeks? Aristotle divided it into three segments – Ethos, Logos, and Pathos. Ethos means understanding your listeners, Logos translates to exemplifying your statements with solid facts, and Pathos signifies appealing to the emotions of your audience.

Practice and Pursue Perfection

For effective speaking, you need to develop a routine of practicing the speech before the big day. Prepare your material in advance and then spend at least an hour prior to delivering the presentation or pitch. You can stand before a mirror and read it aloud. Your speech should sound spontaneous, effortless, and free-flowing. Moreover, make it a point that you introduce your fundamental intention in the first few minutes and then, proceed from there to explain the topic in detail.

Groom Yourself

Stage fright is also an indication of low self-confidence and anxiety. So, we need to address the real issues first. Work on yourself and focus on your strengths. Don’t delve too much on what might go wrong and avoid indulging in self-doubt. Train to relax your mind by practicing yoga, deep breathing, and meditation. Improve your eating and lifestyle habits. Try visualizing your success in your mind.

Many public speaking experts advise enrolling in an improv class or signing up for public speaking training workshops to sharpen your prowess of giving real-time responses. Finally, the key to success lies in not overthinking it. Be yourself and be natural!

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According to a Forbes article, many studies have shown that less than 25% of people actually stay committed to their new year resolutions after just 30 days, while only as few as 8% went on to achieve them eventually!

Have you ever wondered why the majority of the population tend to fall short of achieving their new year’s resolutions? And if you are sick and tired of not fulfilling your new year’s resolutions, year in and year out, here are 3 areas which you might want to consider to improve your probability of reaching your goals this year

1. Knowing your why is 10 times more important than knowing the how!

While many people tend to attribute their failure to achieve their goals to the lack of certain resources, it is more often the lack of a strong desire which causes them to fall short on their goals. For instance, when I used to be in direct sales, my mentor would often encourage us to identify our own “whys” for wanting to succeed in the business. For he knew from experience that the moment we were able to discover our “whys”, the “how” would usually take care of itself. In fact more recently, I have also had an encounter with a highly successful insurance agent who shared how his sales breakthrough finally came after many years of setback. It was during the year when he had his first child that he became an MDRT achiever. It seemed that the need to provide more for his family naturally led him to work harder than in previous years and he was able to find better ways to prospect and close more deals.

Once again, knowing the why is infinitely more important than knowing just the what and the how. Thus it would always be wise for us to begin the setting of our new year resolutions with the following questions: Why is it important for me to realize this goal? How could I increase my motivation to get it?

2. Start thinking small in order to achieve the big

Contrary to what most people think, I believe there is power in starting small. So often, I have seen people give up on their new year resolutions even before the end of the 1st quarter as they conclude that it is impossible to achieve those big audacious goals. Yet by learning how to chunk our big goals down into smaller goals for us to fulfill, it tends to build up our motivation and momentum towards hitting our final target. For instance, if you have set a new year resolution this year to do at least 100 pushups daily, the last thing you would want to do is to force yourself to accomplish the goal right away. You could potentially start off with just doing 30 pushups a day, gradually increasing them to 40 pushups, 50 pushups. In due time, you would be on your way to achieving your ultimate goal of doing 100 pushups daily. Remember once again that there’s power in thinking small!

3. Break the limiting pattern!

Finally, if all else fails, ask yourself if you might potentially be stuck in a limiting pattern? After all, we people are creatures of habit. So unless you find a way to interrupt the limiting pattern, change is unlikely to happen. For instance, if you currently feel you lack the discipline to do your sales calls every day, instead of beating yourself up, think about how you could potentially interrupt the limiting pattern by increasing the motivation to do those sales calls. How about finding new and different ways to reach out to your prospects where you could enjoy the process at the same time? Be creative and have fun!

To conclude, here are the 3 areas for you to consider once again to turn your new year resolutions into a reality this year. Remember to discover the why behind your goal, think small, and find different ways to interrupt the limiting pattern.

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What Is The Enneagram Profiling Tool All About?

Enneagram which comes from the Greek words “Ennea” (meaning “nine”) and “Gramma” (meaning “letter”) is a system of personality development based on how we think, feel and act. Through Enneagram, you will be able to gain greater knowledge of your inner world, to build your capabilities for self-observation, thereby transforming your behaviour in the outer world.

Here’s a quick look at the 9 different types of people we can identify using the Enneagram:

The Nine Enneagram Types

1. Perfectionist: They are people who are constantly looking to make things better, seeking perfection in whatever they do. Often driven and ambitious, they can sometimes be workaholics. They are natural-born organizers, who finish everything on the list. However, due to their relentlessness pursuit of the ideal, Perfectionists tend to have a hard time relaxing and often deny themselves many of the harmless pleasures of life.

2. Helper: They are people who love to help others. Often seen as warm and friendly, Helpers value their personal relationships tremendously and devote an enormous amount of energy to them. On the downside, while constantly labouring to meet other peoples’ needs, they can forget to take care of their own. This can lead to physical burnout, emotional exhaustion and emotional volatility.

3. Achiever: They are socially competent, often extroverted, and sometimes charismatic. Highly focused and motivated individuals, many Achievers tend to succeed at an early age in life. However, the irony is that many Achievers’ accomplishments may very often be driven by their fear of shame. Secretly afraid of being “losers”, Achievers aim for success with the purpose of getting validation from others.

4. Romantic: They are the poets and artists. They tend to build their identities around their perception of themselves as being somehow different or unique. They long to be understood and appreciated for their authentic selves, but easily feel misunderstood and unappreciated. They often withdraw in the face of a world that seems harsh or crude and are often somewhat moody or temperamental.

5. Investigator: They love to gain knowledge and wisdom. Highly focused in what they do, Investigators are generally intelligent, well-read and thoughtful and they frequently become experts in the areas that capture their interest. However they can sometimes be seen as eccentric; they tend to be shy, nonintrusive, independent and reluctant to ask for the help that others might well be happy to extend to them.

6. Loyalist: They are the committed, security-oriented people. They are reliable, hard-working, responsible, and trustworthy. Nonetheless, Loyalists typically have problems with self-doubt and suspicion. Sometimes they can become defensive, evasive, and anxious, running on stress while complaining about it.

7. Explorer: Their attention goes to options and possibilities, to seeking pleasure, to avoiding pain and discomfort. Often seen as highly optimistic, Explorers like to keep the mood upbeat, and so engage in elaborate future planning, playful interactions, and enjoyable activities. Challenges arise when they misapply their many talents, becoming overextended, scattered, and easily distracted.

8. Challenger: They are self-confident, strong, and assertive. Often resourceful, straight-talking, and decisive, many Challengers are born entrepreneurs. They are natural leaders who can be friendly and charitable, yet dictatorially manipulative, ruthless and willing to destroy anything in their way if necessary to achieve what they want.

9. Peacemaker: These people are ruled by their empathy. At their best, they are receptive, gentle, calming and at peace with the world. They tend to dissociate from conflicts and to indifferently go along with other people’s wishes. However, a problem arises when Peacemakers withdraw themselves and try to shut down emotionally and mentally. They are especially prone to dissociation and passive-aggressive behaviour.

As you can see, all nine Enneagram Types tend to exhibit unique behaviour traits because they possess different values and belief systems. As you engage this tool to help you develop a higher level of self-awareness and understand the maps of people around you, you would ultimately become a more effective leader who is capable of igniting and inspiring high performance and productivity in your team.

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In conclusion, your ability to influence those around you boils down to your ability to master ALL the influence techniques stated above. Stay flexible with your approach and use different influence techniques to influence different types of people. Remember the old saying “different strokes work for different folks”!

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