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"Very knowledgeable. I liked all the real-life examples/ situations.”
—Sales Rep in PA

“Learned key tools to use with clients - good applicable strategies.”
—Account Rep in NJ

“Great examples and interaction with the sales team.”
—Field Rep in New York City

"Your lab experience is vast and you have many stories that can relate to each module as well as your audience – much appreciated.”
—Attendee in Cranford, NJ

"You gave us great ideas on how to promote us over the competition."
—Lab Account Rep in Indiana

"I've attended several training courses over the years, but this is the first one that concentrates so thoroughly on what I actually do every day. This has been excellent.”
—Attendee in Chantilly, VA

"Training was very informative. Great examples and interaction with the sales team.”
—Field Rep in New York City

20. Hiring a Lab Sales Rep

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.

16. Decisions, Decisions

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.

15. Client Relationship Management

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.