Communicating in a Selling

Manner
“Paper Summery”

Communication:

Is what we try to do/ speak /send to those near us.

Usually sender encodes the message (Concept,idea,
information or feelings) to the receiver who decodes the
conveyed message.
And usually effective communication contains both verbal
and non-verbal elements.

Selling:

It’s an art of convincing somebody else to do what you want.

Through;

Probing for his/her needs reaching to clear mutual

understanding then you can support your message and/or
answer by highlighting the benefits of your answer after that
you can ask for a commitment or putting an action plan both
agreed on.

Powerful Communication needs efficient tools such as;

☻Recognizing different communication styles of people

-Visual Mode
-Auditory Mode
-Tactile Mode
☻Meanwhile, it’s enjoying to be familiar with different
personality types, And being able to read people?!
Type One: The Director
Type Two: The Supporter
Type Three: The Thinker
Type Four: The Entertainer

There is probably a little of each of these personality types in

all of us, but usually one type is more predominant than the
others.
Being able to quickly determine the type of person you are
attempting to do … with this will go along way in building
stronger relationships – faster! Leading to an effective
influence

So communicating in a selling manner is of high importance

on daily basis while we are dealing with our patients in the
hospital or clinics leading to more patient compliance, better
abide to therapy regimen and treatment recommendations
given by physicians and clinical pharmacists i.e. concluding a
very high health care quality and advanced value-added
humanitarian aspect.

Written and prepared by;

Dr. Ayman Abu Bakr
B.Sc. Pharmacy
Jordan Univ. of Science and Technology,1993
Country Manager – Tabuk and JCL. / MSG.
Jordan
 References :
1) Nancy Roebke
2) Susan Qilgrim, Ph. D.
3) Butler Gillian, Ph. D.
4) Donald Clark
Non Verbal (Body Language):
- Eye contact
- Facial expression
- Gestures
- Body orientation
- Posture
- Proximity
- Vocal