1 / 11

SALES DIRECTOR MEETING – 25.-27.4.2017 - BASEL

SALES DIRECTOR MEETING – 25.-27.4.2017 - BASEL. WHAT MAKES THE DIFFERENCE ?. BASIS IS STRONG: Experienced and stable Sales Force (6-9 yrs with Actelion ) Long lasting relationships with our customers Great products WHAT TO ACHIEVE:

lstacey
Download Presentation

SALES DIRECTOR MEETING – 25.-27.4.2017 - BASEL

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. SALES DIRECTOR MEETING – 25.-27.4.2017 - BASEL

  2. WHAT MAKES THE DIFFERENCE ? • BASIS IS STRONG: • ExperiencedandstableSales Force (6-9 yrswithActelion) • Long lastingrelationshipswithourcustomers • Great products • WHAT TO ACHIEVE: • Activelistening  feeltheneedsofourcustomersandmakeit a commongoal • Minimizingcomplexity – bring addedvalue • To bring acrossour „keymessages“ in themostsustainableway • Learning withhumour & happiness

  3. Medical doctor / Internal medicine • Top keynotespeakerandbusinesstrainer • Magicianchampion

  4. Co-FOUNDER OF THE „CLINIC CLOWNS“ IN AUSTRIA „Laughter ist thebestmedicine“ accordingtotherolemodelof „Patch Adams“

  5. The perfectmatchbetweenourexpectationsandhis trainingphilosophy • Combine business + happiness • Esteemingcommunication • Valuableinputs in sales, selfmanagementandleadership • Socialcompetency / soft skillstomotivateandinspirepeople + withhumour

  6. in 3 parts 1st part(6th March)  motivatethewholeteam, teachthe technicalskillsandtransformourkeymessagesinto „emotional messages“ 2nd part (28th March)  practicingwiththesalesgroup 3rd part (July)  deepentheknowledgeandpractice

  7. TRAINING DAY 1 - IN PICTURES

  8. TRAINING DAY 1 – KEY LEARNINGS/TAKE AWAYS • SIMPLIFY KEY MESSAGES AND TOP THEM WITH EMOTIONS: • „Uptravibringsnewhopeto PAH patientsto live a normal life“ • „More freedomforpatients in theireverydaylife“ • SUSTAINABLE MESSAGES – ADDED VALUE FOR PHYSICIANS AND THEIR • PATIENT COMMUNICATION: • „The Uptravipatientcoordinatoris a valuableconnecting link between • youandyourpatients“ • HOW WE SAY THINGS MAKES THE DIFFERENCE • The rightwordscreatevalueand a commongroundin ourcommunicationwithour • Customers • UNDERLINE YOUR MESSAGE WITH A STORY OR PERSONAL EXPERIENCE

  9. TRAINING DAY 2 - IN PICTURES

  10. TRAINING DAY 2 – KEY LEARNINGS • UNDERLINE KEY MATERIALS FOR UPTRAVI/OPSUMIT WITH THE „RIGHT“ AND „CUSTOM TAILORED“ MESSAGE/QUESTION: • „Is a PAH patientstableat all?“ – reflect on own PAH-patients • Whichadvantagesdoesthecustomersee in prescribingMacitentanratherthananother ERA? • TO MEET THE CUSTOMER AT HIS „CURRENT LEVEL“ • Otherwise, ourmessages will not beacknowledged • Nodeal, without a return on investment  win-winsituation • TO HAVE A CLEAR GOAL • Stayfocused, evenifthesituationischallenging • Goodpreparationhelpsto handle EACH situation

More Related