Index – Innovative Selling

Index

ABHI (Association of British Healthcare Industries), 96

Accountability improvement, 110

Adams-Guppy and Guppy, 45

Advice, 30

Aggressive selling, 117

Anxiety overload, 39

Appointing techniques, 166167

Association of British Healthcare Industries. See ABHI (Association of British Healthcare Industries)

Attitude, 145

Australian research, 45

results of, 190194

B2B and B2C selling types, 63

difference of, 64

B2B experience, 64

Behavioral issue, 38

Behavioral suggestions, 3738

Belief in yourself, 36

Best seller, 6566

Big stretch, 89

Biological stress, 3

Black lies, 34

Body language, 188

Bonus, 89

Boss lying

behavior, 2829

examples of, 2728

Bottom-up approach, 90

Buyers, 67

Buying and non-buying behaviors, 185186

Buying cycle, 155156

Buying, lifestyle and business modes of, 6667

Capital budgets, 89

Chameleon seller, 118

Clinical environment, 99

Close date and forward dating, 149150

Code of ethics

in Australia/New Zealand Today, 9596

in United Kingdom, 96

in United States, 97

Cold calls, 168169

Commission system, 87

Company safety policy, 15

Compensation payments, 8589

Compensation schemes, 8788

Competition-oriented and persistent selling, 118

Competition-oriented selling, 121122

Conflict resolution, 82

compensation payments, 8589

top six sources of, 8285

Continuous improvement, 110

Critique frequency, 180

CRM. See Customer relationship management (CRM)

Customer assistance, 6869

Customer expectation, 106107

Customer relationship management (CRM), 173

Customer selling, 6465

Customer service staff, 49

Data and information, 58

Decision makers, 146147

Degree of acceptability, 34

Degree of confidence, 103104

Delivering empty promises, 29

Detained in Bali, 4950

Digging Deeper, 125126

Discipline, 54, 5556

Dismissal process, 7

Divide grows larger, 7778

Driver safety driving courses, 46

Driving, 45

Drugs, 47

“Education,” banner of, 99

Employers, responsibility of, 25

Ergonomic issues, 47

Ethical sales, 173175

Evaluation improvement, 110

Face-to-face interaction, 5758

Falling asleep/driver fatigue, 4546

FDA. See Federal Drug Authority (FDA)

Federal Drug Authority (FDA), 97

50-hour weeks, 5153

Financial budgets, 89

Five-phase change program, 133135

Four lies, 3233

Frame-of-mind personal test, 125

Funnel, 151

Future, 89

Gaining favorable attention (GFA), 175177, 186

GBMA (Generic and Biosimilar Medicines Association), 96

General safety, 4445

Generic and Biosimilar Medicines Association. See GBMA (Generic and Biosimilar Medicines Association)

GFA. See Gaining favorable attention (GFA)

Global organizations, 14

Gray lies, 33

Guilt, admission of, 172

Hands off, 30

Headspace, 4849

Healthy eating, 4748

Holiday work contact, 47

Hospital environment, 1718

Human resources, 50

I believe in myself, 3637

Image-oriented selling, 122

In-house sales, 1

Infected section, 10

Information overload, 1516

Injury at work, 49

Irrational behavior, 2930

Lack of management, 30

Learning, 104

ethical sales, 173175

new sales technique, 172173

Life and sales, 144

Loss of productivity, 5960

Low-hanging fruit, 149

Low reliability/retention, 5859

Lying behavior, 26

Lying/deception, 2526

Management skills, 29

Marketing and sales

improve of, 7879

issues of, 7677

Marketing/sales management, 76

Me brand, 119, 120, 144

Medical implications, 3940

Medical Technology Association of Australia. See MTAA (Medical Technology Association of Australia)

Mobile phone use, 4647

Modern age, 1415

MTAA (Medical Technology Association of Australia), 96

Need-oriented selling, 122

Need-oriented selling and challenger style, 118

Negative body language, 186187

New sales technique, 172173

Normal stress response, 4243

On-line courses, 1

Operational budgets, 89

Outside influences, 97

Overbudget sales, 8889

Ownership, 162163

Pain-in-the-Butt seller, 122123

Paranoid security, 7

Patient stickers, 98

Patients’ names, security of, 9899

Performance, 39

Performance reviews, 8182

Personal Planning Process, 54

Personality clashes, 83

Phobias, 158

Pick stressors, 43

Pipeline, 148, 150

Planning method, 165166

Positive body language, 187

Post-sales call critique, 178179

Post-sales call follow-up checklist, 180181

Post-sales data entry, 181182

Prima donna management, 3031

Product advisor, 173

Product coaches, 104

Product knowledge, 103

Product-oriented selling, 118, 122

Product training, 101102

Professional sales, 124125

Professional salesperson, 173

Professional selling, 127

Qualified sales, 104

Rapport-oriented selling, 122

Red lies, 34

Relationship builder, 117118

Relationship strategies, 178

Reps, 18

Research findings, 11

Research method, 4

Return on Investment (ROI), 68, 102

Road safety, 46

ROI. See Return on Investment (ROI)

Sales, 52

bad habits, 128132

decision makers, 146147

five principles of, 143144

good habits, 135137

importance of, 124

pipeline in, 148

pushy in, 162

reports, 153154

walk away, 182184

Sales/marketing, 75

Sales budget, 8994

Sales, bullying in, 2324

Sales call, 156157

Sales courses, 139142

Sales employee safety, 4548

Sales employment staff health, 3

Sales freeze, 134

Sales funnel, 150153

Sales management leadership, 8

Sales manager, 7980

hints of, 8182

Sales mentor, 137139

Sales performance, 110

Sales professionals, 41, 128

Sales reps’ activity, 100

Sales staff, 76

Sales training, 101, 102, 108, 113

Salespeople, 68

leader of, 77

Salesperson, 2, 6, 7, 11, 79, 146

to customer, 6869

Salesperson burnout versus stress, 42

Salesperson’s information overload (SIO), 15

Second appointment, 167

Security issues, 60

Self-critique, 180

Selling behavior, 67

Selling on autopilot, 172

Selling style, 119124

Service-oriented selling, 122

SIO. See Salesperson’s information overload (SIO)

6.5 hour sales day, 51

Skin cancer safety, 48

Smarketing, 76

Standard working hours, 52

Stiff drink, 15

Strange behavior, 28

Strategic sales project sheets, 154155

Strategic selling, 155

Styles of selling, 65

T&A (training and assessment), 104

Taking training, 105106

Tech devices, 6061

Tenuous relationship, 16

Territory functions, 163

TGA. See Therapeutic Goods Australia (TGA)

Therapeutic Goods Australia (TGA), 96

Time, 51, 54

Today’s industry, 1617

Today’s sales environment, 16

Today’s sales office, 57

Today’s sales template, 1314

Tools, 68

Top-down approach, 90

Top performers, 53

Traditional sales tactics, 67

Training, 102105, 108110

examination of, 107108

Training and assessment. See T&A (training and assessment)

Trait test, 1821

Ultraviolet (UV), 48

Unfair dismissal, 78

UV. See Ultraviolet (UV)

Value, 150

Violence, 46

Walk away, 182184

Well-being policy, 3

White lies, 26, 33

White lies versus habitual lying, 32

Working from home/your car, 5657

Work–life balance, 51

Worst lies, 3132