Points covered in a presentation
- Managing yourself for best results.
- Mastering a stressful environment - the Physician's
office.
- Knowing when to seize an advantage and when to forgo
an advantage.
- Practical ways to "read" your customer.
- How to break the preoccupation of a busy Physician
in a few seconds.
- Five tips on how to be great in communication with
a Physician.
- Attributes common to Physicians which interfere
with a Representative's job and how to master them.
- The technology of rapport - practical techniques
a Representative can use to establish a positive relationship
with a busy Physician.
- How to associate good feelings to yourself and your
products.
- How to anchor your products successfully - practical
tips from the other side.
- How to behave so that you are perceived more like
a partner, and a team player, and not an outsider.
- How to suspend your own reactions, and build a "golden
bridge" for the Physician to cross over to you in
tight spots.
The presentation will be punctuated by mini-breaks
to accelerate learning. During these breaks of 60-seconds,
the giving of information will be interrupted by the
practice of specific techniques to ensure the acquisition
of skills, and thus increase the value of Dr. Nedd's
presentation to each Representative.
Once the programme has
been arranged, Dr. Nedd would like to review the actual
details of the presentation with the Director of Sales,
or someone designated by him or her to ensure absolute
relevance and acceptance as far as the audience is concerned.
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