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Anytime something new is introduced to a system that represents a change to the status quo there is the potential for resistance. I find this to be particularly true for pharmaceuticals that are new when there are already beloved treatment brands on the market.  What do you do to eliminate or navigate this resistance? Any tips??  I feel like you have to start out the entire pitch with something that gets peoples minds open....

Sellerina says ...

Anytime something new is introduced to a system that represents a change to the status quo there is the potential for resistance. I find this to be particularly true for pharmaceuticals that are new when there are already beloved treatment brands on the market.  What do you do to eliminate or navigate this resistance? Any tips??  I feel like you have to start out the entire pitch with something that gets peoples minds open....

Find their hot button. Ask them if there is one thing they could change about their current treatment brands what would it or they be? Then listen and address their needs and concerns. Ask them what they like about their current treatment brands and show them yours can help even more, better results, etc...

Alpha hit the ball out of the ballpark. You should already have done homework  on the difference your product will make. New is difficult.Especially when their is no difference. You become the difference maker on your promises and delivery . Presentation  will be your key.

I think giving them examples of times when huge companies changed things for the better. I would try to make sure it is really analagous to the pitch, however, because it needs to be relatable to be convincing.

For example, if you are pitching them something small then your example needs to be something small. If it is something big, it should be an example of something big.

A 'big' example. A building-materials engineering firm decided wanted to be the leader in providing elevator equipment to construction companies. To do this, they invested a lot of money into developing elevator design software. Then they gave away this software for FREE. This was great for the construction companies, because they didn't have to do as much work in the calculations. 

The genius behind it was that the software was aligned to use all of the engineering companies' equipment's specs. So the construction comapanies had to buy their materials to fit the blueprints they easily made with the free software.

Everyone is right on the money...

A good conversation opener may be = do you remember having chicken pox's as a kid? 

What if they had the vacine then?  How would that have changed the time you spent scratching?  When did you get them?  How Long did they last?  What was it like to have them?  Who would have given you the vaccine? 

Wouldn't it have been nice not to have to go through that?   If you could help to prevent other people from doing that; doesn't it only make sense to try?  (be quiet here)

The whole thing to sales, even with dumb questions like this is to you use

WHO WHAT WHERE WHEN WHY AND HOW Questions to open up conversation - people cannot answer these with YES OR NO; quickly killing your end goal?  Once you do get them to open up; bring to fuition with a closed eneded redundant  question that only an idiot would disagree with!

The open ended questions will find their hot button - the prospects will usually stray a little bit - thats ok - they will let you know what their hot button will be...Just keep control......When they explain something to you, CONTINUE TO PEEL BACK THEIR RESPONSE like peeling back an onion until you get to the core...

The truth is in medicince, that change occurs everyday; Right?  There are new treatments for new patients, and the goal of medicine is to extend our lifes, and Dr's are the conduit to ensure that takes place, while medicine is a tool which they use.....Sell them the medicine becauase the whole world depends on YOU~~

     I do not know if starting out with questions increases resistance. I really like getting to know the client first .Build a comfort zone where the client feels they can say anything or ask anything. What the client states is where I go with the conversation.I do repeat what the client states,this way they know I am paying attention and what they have said is important.There have been times the client and I have waited to  start a conversation about their need for thirty minutes or more. I call this my meet and greet period.Where I get a feel for the client  and their wants ,needs ,and desires and what is important to them.

      I never start off asking questions about the concern or problem unless there are time restraints. When time is an issue I normally ask to set the meeting up for another time ,where time does not control the process. I find problems occur when time is an issue and  price presentation is the main focus.

Kit, how are you today? 

What has been going on? 

Isn't that a typical conversation you may have when answering the phone at home?   Questions aren't bad, but I do get your point and agree.  

one of the tough things about these threads are your perception of the queston as it pertains to what part of the sales cycle you are in...

every scenario is different, and knowing how to identify where you are at in the process and who you are with are the most important parts of the sales cycle.  there is nothing more beneficial than having a profesional relationship with your prospects..That should contain mutual respect and the ability to ask questions?   I call these Dr. Questions....

Rich as far as what you state, it sounds similar, but also enforces, that every selling situation is different and has to be handled with care.  If somebody only wants a price, it is probably because they just need a price to legitimize mentally a decision that has already been made in their head for a competitors product....I usually take one approach with this type of situation.

Try to get the original criteria, and start the process over....When this is not the case, sometimes I won't give a price and tell the people that I am unable to asess their exact needs and advise them to go with their first quote.

Rember, We don't sell value meals, we sell VALUE.....

WALK AWAY POWER Is where it is at, if your funnel is full, you won't have to deal with people like this, and I think we all did....

A personal experience, Over the winter, I had to buy a new car for work.....I decided on an ACURA TL...There are 2 Acura Dealers within 20 miles of my home..One is 6 miles and the other is 20 and change...

From a timing period I wanted to go with the dealer closest to my home because that would be easiest and most convenient....I gave the salesman ample time and opportunities to get my business. I worked with him for more than 3 months....Every time was the same, he was not helpful other than getting a license plate for me to test drive.

The day I was going to buy the car, I called the other dealership, just to see if I was getting a good price, the salesman had me on the phone for about 15 minutes asking me questions....He enlightened me on a some details that I was unaware of, and slowed down the process.  I didn't purchase a car that day, but set an appointment with him for later in that week...

I ended up buying the car from him after we met, and spoke with each other, he fit the car for all of my needs and met exceeded my expectations...The point is he asked questions and now I am happy with the car and what it can do to help me.  He took time and changed a commodity and built value...And Yes I do feel like I paid a fair price for the car for what I am receiving....It is a little more than the other dealership, completly out of my way, but I like the way I was treated at the time of sale, and everytime I take the car in for service...

Not only did he get me to buy from him but I take the car to the dealership for everything, which I have never done....Something he and I worked out at time of sale......We both won!~

Nice Angle Rich....Sometimes, when in a competitive situation, I'll find out who the other companies are in, and drop suddle land minds that the other reps will surely stand on...My next meeting with the customer, I'll ask if that "peice" of their criteria is being met be all vendors and usually get to hear some great stories of reps trying not to drown.

     Another question I ask,  is price your only concern with price shoppers or those who want to confirm a buying decision with another. I find when this type of situation occurs the trust with the other company is at stake?This starts a dialogue that  enhances them to give you what they need and allows you to wait until you are ready to present your price when time is available. These are simple basic questions designed to get the information I need.

 Iam5050 it is nice to know the competetion,Questions to drive the client to think are we getting what we should,are we benefiting ,how could we do better gets results.

TEFR -

There are people who use this site who are considering sales as a career and some who may be veterans.....No need to be a sarcastic, uptight idiot.....

Alpha, great response! Both sides of the fence have to keep an open mind.  Both have to think out of the box and sometimes as a salesperson we have to teach our prospects how to do that (sometimes, lol, without them even realizing it.

Educating the customer is a sure way to better your chances.....Knowing your product and service and INDUSTRY move your bubble to the top.  I am in a competitive situation in every single deal that I"m in...

I also know the average tenure for a rep in my industry is 14 months.  I have 9 years of experience.   I go  below the surface in fact finding, and if I am in late on a deal, I make sure to get more people involved, and adapt the criteria beyond just the product.  By engaging several people in the decision making process, and meeing most if not all of their needs makes you a shoe in - if you do everything else well.

Criteria, Criteria, Criteria.  I live by this and demo's.