Healthcare

There are a variety of approaches that you can employ in managing sales conversations, but have you figured out what’s effective for you in handling tension and closing deals in actual situations? In this course, we will show you the components of an effective sales conversation, how we can incorporate and manage tension in these conversations, and some examples, exercises, and strategies in helping you master tension in sales conversations.

Pharmaceutical Sales
Effective Sales Conversations
An Introduction


Welcome!
Are you aware of your current approach when it comes to engaging in sales calls?
This lesson aims to prepare you before we discuss the importance of mastering tension during these calls.


Overview
This lesson aims to...
Make you rethink your current sales approach,
Introduce the flexibility and consistency balance in sales conversations,
Provide the pros and cons of each approach, and
Help you how to explore these approaches for your sales conversations.


Consider the following questions:
Do you have a **script **when engaging with your clients?
Or do you rather engage in **spontaneous **conversations with them?
These approaches in sales conversations can best be summarized through the philosophy of  “Polarity Management”.
The Polarity Management provides two ends of a spectrum— consistency and flexibility.
Effective sales conversations require explorations in this spectrum based on yourspecific contexts, such as...
your market,
product, and
team.
This is where managing tension enters the picture.
Knowing how to handle tension during sales calls will lead you towards becoming an effective sales communicator.


What is your  sales approach?


Effective Sales Conversations

Pharmaceutical Sales
Tension in Sales
An Overview


Welcome back!
Last lesson, we've discussed what it takes to have engaging sales conversations.
In this lesson, we will be contextualizing how tension plays a part in effective sales talks.


Overview
In this lesson, we will discuss...
Your responsibilities as a sales professional,
What tension is and where to locate it,
How tension plays a critical part in sales conversations, and
Illustrate the How's, When's, and What's in achieving the right level of tension in sales calls.


In spite of having a sales leader and collaborating with a team, there are still things you need to consider to be effective at your job.
You may consider the following questions:
What are the market-driven changes that you have observed?
How frequently do these changes occur?
Based on what you've observed, what were the factors that may have resulted to these changes?
Last lesson, we discussed what it takes to have effective sales conversations and how tension plays a part in this.
Now, we will delve into the specifics and mechanics of tension in sales.


What are your responsibilities as a  sales professional?


Tension in Sales: An Overview

Pharmaceutical Sales
Tension Mastery  in Sales
Strategies, Exercises,  & Simulations


Welcome back!
In the past lessons, we've discussed the role of tension in effective sales calls and delved into the specific mechanisms of handling tension in conversations.
Now that we're done with the concepts, let's proceed to train in mastering tension.


Overview
In this lesson, we will...
Provide you some notes about arriving at the right level of tension,
Enumerate the factors that could affect the development of a healthy tension,
Do some simulations to help you rehearse for an actual sales call, and
Give you some practical tips during a sales call.


"Is there a right approach to achieving a healthy level of tension?"
This is a question that has no answer.
Your chances at success rely heavily on your skills and judgment.
Given the concepts we've introduced to you, it's up to you to come up with your own approach to handle tension during sales calls.
Tap into the benefits of both flexibility and consistency and see which works for you, even through trial and error.
Remember that the end game here is to create your own framework and tap into your personal strengths and niche.
Consider what we've provided to you as a playbook.
With these in consideration, there are some factors that you need to consider before we begin...


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Creating Tension in Sales Calls

Creating Tension in Sales Calls Lessons

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