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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

ClinLabSales.com
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Sales Training Curriculum

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.

 

Sales Strategy Sales Strategy Topics Sales Strategy Video

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
Sales Strategy Video with Peter T. Francis
Sales Strategy Excerpt
Sales Tactics Sales Tactics Topics Sales Tactics Video

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.

  • Use consultative and insight selling
  • If Socrates sold lab services
  • Talking features, buying benefits
  • The four actions of closing
Sales Tactics Video with Peter T. Francis
Sales Tactics Excerpt
Strategic Up-Selling Up-Selling Video

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.

Strategic Up-Selling Video with Peter T. Francis
Compliance Compliance Topics Compliance Video

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
Compliance Training Video with Peter T. Francis
Compliance Excerpt
Part-Time Manager Part-Time Manager Video

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.

Part-Time Sales Manager Video with Peter T. Francis