Sales Training Articles

Read or listen to laboratory sales training articles by Peter T. Francis.

Peter Francis is known for his insightful articles on selling lab services. He has numerous published papers in industry magazines such as MLO, ADVANCE for Administrators of the Laboratory, and ADVANCE for Medical Laboratory Professionals.

Hiring a Lab Rep

• Getting to Know Someone
  February, 2024
• When It’s Time to Hire a Lab Sales Rep
  June, 2013

Insight Selling

• Habits: Understanding Their Role in the Sales Process
  April, 2024
• Prospects: Not Looking vs. Looking
  December, 2016
• Shrouded Sales Factors
  March, 2017
• Solution Selling Isn’t Enough When Promoting Lab Services
  August, 2022
• The A-B-Cs of Change
  June, 2017

Sales Compliance

• Compliance Sales Training
  January, 2022

Sales Effectiveness

• Balancing Efficiency and Effectiveness
  August, 2013
  Listen
• Client Relationship Management: Before, During and After the Sale
  October, 2009
  Listen
• Five Critical Selling Skills for the Lab Sales Rep
  June, 2009
  Listen
• If Socrates Sold Lab Services Part 1
  March, 2022
• If Socrates Sold Lab Services Part 2
  March, 2022
• If Socrates Sold Lab Services Part 3
  March, 2022
• Improving Performance for the Lab Salesperson: Is It Possible?
  November, 2009
  Listen
• Sales Principles to Grow Revenues Part 1
  May, 2012
• Sales Principles to Grow Revenues Part 2
  July, 2012
• Supercharging Your Sales Force Effectiveness
  June, 2020
• Ten Common Mistakes Lab Sales Reps Make
  November, 2008
  Listen
• The Ultimate Lab Sales Machine
  November, 2019

Strategy

• Using Strategy in an Office Call
  August, 2023
• Action Commitment
  October, 2021
• Back Tracking Into Basic Differences
  August, 2015
• Do I Have the Right Client Relationships?
  February, 2015
  Listen
• On Lab Sales Strategy
  October, 2014
• Personalize Your Selling Strategy
  August, 2011
  Listen
• Social Norms: A Sales Rep’s Best Friend
  May, 2016
• Take a Heuristic Approach to Marketing a Lab
  September, 2018
• The Fabian Strategy
  Nov, 2018

Tactics

• Back Tracking Into Basic Differences
  August, 2015
• Decisions, Decisions
  March, 2022

Training

• Instituting Higher Standards for Laboratory Customer-Touch Departments
  August, 2009
  Listen
• Integrating Sales Coaching into Sales Managing
  December, 2010
  Listen
• Lab Sales Training: Bah Hum Bug!
  December, 2010
  Listen
• Managing Your Laboratory Sales Staff
  July, 2008
  Listen
• Optimizing Your Lab’s Sales Performance Part 1: Developmental Sales Coaching
  June, 2009
  Listen
• Optimizing Your Lab’s Sales Performance Part 2: In-The-Field Sales Coaching
  June, 2009
  Listen
• Situational Fluency
  December, 2015