Relationship building with a sales prospect is a myth
My last post on Pharma Sales Storytelling concluded that Relationship and Features & Benefits Storytelling were 2 key areas of focus for product sales people. In this post I will dig deeper into Relationship Sales Storytelling. Relationship is a meaningful word used loosely in a sales environment. In 2009 I was working as a Director of Sales in Australia and one of  …

A key insight in to Pharma Sales Storytelling with Dr Tara
Recently I gave a talk on Sales Storytelling at a leading Pharmaceutical Company. In preparation for this talk I researched on Pharma sales industry, spoke to a few pharma sales reps and doctors ( key client for pharma sales reps). In this preparation, there are insights I discovered which I think can be of great use to the pharma sales industry and…

NO, It does not depend on what you want
Remember the last time you went to buy something that is not an everyday purchase like milk, bread etc. Lets say you go to buy a washing machine. Most likely, you will do some research online and then may be talk to a few friends and ask for recommendations. You now have an idea of what you want but you are still…

In a Sales Success Story the Outcome is not as Important
You are a salesperson and you are in a conversation with a potential client who is from the banking industry. Its time for you to tell a success story and this is what you say. Your current situation reminds me of another banking client of ours in Singapore. A year ago we ran a successful customer service program with our client Mike…