This episode is about social norms, or as some people call it, the herd theory. Understanding social norms can be your best friend in sales, and here’s Peter to explain how.

This is episode is called A Retake on C Difficile Testing, and comes from the Lab Backgrounder Newsletter, which you can subscribe to at ClinLabSales.com.

In this episode you’ll learn how to enhance your lab’s reputation, especially through the departments that regularly interact with clients or their patients. Peter explains the importance of offering continuous training to build extraordinary levels of customer satisfaction.

If you want your sales reps to progress, then they have to be willing to change. But we all know that’s not easy. In this episode Peter examines 4 truths behind making lifelong improvements in sales performance.

This episode is for those of you who want to hire a first-class lab salesperson. What are the key qualities to look for? And how important is experience vs. inner abilities for a field rep? Hiring the right person is super important, and getting the wrong person can be very costly. Here’s Peter to help us out. Originally published July 2009.

In this episode Peter encourages us to develop a competitive business strategy that all employees know and implement. He shares the three essential components of a strategy and how to put them all together for success. Originally published August 2010.

In this episode Peter discusses two ways to gain more business from existing customers—cross-selling and up-selling. You’ll learn how both of these methods can help you gain more revenue, build stronger client relationships, and reduce selling costs. Originally published July 2011.

This episode focuses on the importance of developing personal relationships with your prospects. Peter shares how discovering fun facts like a potential client’s favorite food or hobby can help win them over to your lab. Originally published August 2011.

This episode is for all of you who are tired of hearing prospects say: “We’re happy with our lab. No, you can’t see the doctor—he’s seeing patients. Maybe another time.” Peter dissects the psychology of how customers make decisions, and what’s going on in their heads when they say no. And what has to happen to get to a yes? Originally published June 2011.

This episode is all about managing client relationships through the sale and beyond. Peter introduces the six steps in the relational staircase and shows what it takes to move from knowing your name to having a valuable relationship. Then Peter talks about the role that expectations play in maintaining relationships that keep customers coming back for more. Originally published October 2009.