Better Relationships = More Business
Business runs on relationships. That means you can grow your business just by improving your rapport-building skills. We show you how to systematically create and maintain positive relationships—thus making your business grow.
1 day session includes presentation, discussion, and workshop. Learn how to lay out all of your moves before presenting to a decision-maker. Knowing you have the right strategy in place is central to getting to a “yes.” If you fully understand the client’s situation, you can present the right message to the right person at the right time.
Sales Strategy Topics
- Appealing to influencers
- Five warning signals
- Reality vs. result: why people buy
- Internal and external competition
- The sales pipeline—flowing or plugged?
- Selling a lab service in a commodity environment
- Don’t manage a territory, own it
1 day session includes presentation, discussion, and workshop. Learn important “face-to-face” tips on engaging with prospects. Discover the “ask” techniques that move the relationship stepwise toward the benefits of your lab. Keep the relationship positive and close the sale without resorting to trite closing gimmicks.
Sales Tactics Topics
- Use consultative and insight selling
- If Socrates sold lab services
- Talking features, buying benefits
- The four actions of closing
1 hour presentation. Review the compliance components that affect day-to-day client encounters. This background information is essential for anyone new in the laboratory industry, and is a nice refresher for more experienced members of your sales team.
- Federal anti-kick-back statute
- False claims
- Stark laws
Many labs are small and do not have an experienced sales manager because there is no point in having a full-time supervisor overseeing one or a few individuals. Clinical Lab Sales Training offers someone who can (1) evaluate call reports for efficiency and effectiveness, (2) provide coaching phone calls and (3) provide ride-alongs for in-person mentoring. This unique Part Time Manager offering acts as an economical way to have an external sales manager at a fraction of the salary of an equivalent professional.