Teva Respiratory Orientation Guide June 2014 | Page 22

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Part of Selling Philosophy

Component/Gear

Part 1: What? Defines Knowing What to Do

Component 1: Pre-Call Planning
Component 2: Post-Call Analysis

Part 2: Why? Defines Asking the Right Questions to
Get to the Why

Gear 1: Opening
Gear 2: Probing
Gear 3: Listen and Learn

Part 3 Win. Winning the Objective

Gear 4: Promotional Messaging
Gear 5: Objection Handling
Gear 6: Gaining Commitment/ Transition

The six gears above represent the elements of
TEVA’s selling process. Each one of these gears has
an individual function and purpose, however, the real
power of the model is achieved when more than one
gear is engaged. Amazing things occur:
• Motion is created
• Speed is generated and leveraged
• Precision and balance are achieved
• Performance output is driven

As the gears engage, the power of the selling
philosophy will emerge. Just as gears of machines
leverage the energy and force of one another to create
power greater than the power generated by
themselves, the gears of our selling philosophy will
propel the effectiveness of the call beyond what could
be achieved alone.
Our selling philosophy will be a vital tool as the desired
result will be obtained by adjusting the timing of the
gears, utilizing the interchangeability of the gears, and
leveraging the precision of the gears working as a unit.

FOR EDUCATIONAL PURPOSES ONLY. NOT TO BE COPIED, SHARED OR DISTRIBUTED.

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