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.

• 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.

• If Socrates sold lab services
• Talking features, buying benefits
• The four actions of closing
• Hindsight is 20 sales calls
• Four steps to the buying decision

1 hour overview plus up to 15 minutes per test (or disease)

Building credibility comes from “talking the talk.” Without going into clinical detail, the overview examines the tests of interest to selected physician specialities. Extend the experience by selecting as many modules as needed from the list of tests/diseases. Credibility with customers and prospects rises exponentially with background test knowledge.

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