Remember the 1980s sales strategy saying about "ABC"? It
was based on the belief that in order to be a successful
salesperson, you should "Always Be Closing." But you see,
effective selling isn't really at all about the close. It's
actually how you approach the open. If done well, it can
create a mutual trust level that extends into the latter
part of the sales cycle.
 During
this same time, American author, salesman and motivational
speaker Zig Ziglar explained in his book Secrets of Closing
the Sale that helping your customers get what they want
is the true secret to making a successful sale. The same
applies to customers today. It's really all about them, not
us or our fancy closing techniques.
Look at your call from another point of view and think of
an outcome that truly benefits the gatekeeper. These people
are thinking, "What's in it for me?" So our advice is to
turn these ABC's into a new saying: "All 'Bout the Customer!" With
that, you may have just what you need to make sales a success.
To help you jump-start this approach we've pulled together
some tips, tricks and techniques that can be found in these
quick-read articles. Now, isn't it time you used some of
these building blocks to "build" a strategy that makes sense?
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| Getting
the Gatekeeper on Your Side |
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How many times have you geared up to call on a new
physician and you first find yourself in front of
a tough "gatekeeper?" You know this person. Better
known as the
"screener," this person determines who stays out,
and more importantly, who gets in. In order to be
successful in selling your service, you will need
to sell the gatekeeper. After all, he or she is an
invaluable ally in your quest to reach and communicate
to your targeted customer. Here's a list of quick
tips to make this important relationship work:
Read
the complete article >>
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| Go
Back to Basics for Sales Success |
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If you're constantly struggling with your sales
approach, then resolve to go back to the basics.
Consistent use of good selling skills will keep you
at the forefront, set your program apart from the
others, and serve you well in working with internal
audiences and external customers. Here's a quick
review of the basics:
Read
the complete article >>
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| 7
Building Blocks for Proving Your Value |
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As we all know, getting
the meeting with our customers is a critical step in
the sales process. So now that you have thought about
the physicians with whom you'll meet, and have identified
some of your expectations for the visit (pre-call plan),
it's now time to plan how you will open the visit.
As you begin to consider the way in which your visit
will progress, it's important to think about how you'll
define your role to the physician, as well as how to
help the physician understand that you'll add value
with the time that they'll spend with you.
Read
the complete article >> |
| Mini
Steps to Closing a Sale |
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In a sense, the close is the most crucial part of
any sales situation — it's the big "ta-da!"
to your sales efforts. And it's the payoff for all
the work you've done to build a relationship with
your customer, understand his needs, and find a solution
that is right for this individual customer.
If you understand — and use — a certain
set of steps for your closing, the big "ta-da!"
becomes a natural segue to success. As a salesperson,
you'll be in a much better position to assume (not if,
but when) your customer will commit.
Read
the complete article >>
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| ANNOUNCEMENTS |
Attention:
AAPL Members
We saw you in Vegas. And now, after we've all
completed our summer vacations, it's time to
get back to work. If you attended the conference,
we have additional information to provide you.
Please register
here!
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Is Your Sales Program Suffering From...
| • |
Stagnant volume? |
| • |
High activity but minimal results? |
| • |
Loss of business? |
| • |
Ineffective messaging? |
| • |
Inability to prove ROI? |
CLICK
HERE to view Training That Gets
Results
OR
If you are new to sales, or need a refresher,
join us at our NEW!
Destination Training Thursday-Friday,
April 26-27, 2012 in the Buckhead area of Atlanta,
GA.
- - - - - - - - - - -
- - - - - - - -
"Survey says!"
 Find
out how others in your shoes have built
their Physician Relations program. CHG's 3rd
national benchmarking survey is complete. Click
here to download your free copy of the
2010 Executive Summary at a Glance.
- - - - - - - - - - - -
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Coming Soon...
CHG's new Sales Field Guide: 55 Sales
Tips is coming your way this fall! This
valuable how-to publication has seven
sections specifically designed to help you focus
on skill development in a particular
area. Featuring consecutive topics that compliment
each other, you'll get the right ingredients
for effective and interactive training.
Watch for a release date and how-to-purchase
details — coming soon! |
| TIPS & TECHNIQUES |
Ways
to Demonstrate Trust and Credibility
Research
| • | Before you make a call, get to know your customer. |
Open the Door to Dialogue
Use a stratetic question that builds empathy
through understanding:
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"Our physicians are interested in talking
through positive findings..." |
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"You may be wondering about our recent
affiliation with..." |
Purpose, Process, Payoff
Use the three P's to transition to the meeting
agenda:
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"The reason (purpose) we're meeting today
is..." |
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"What I'd like to do is (process)..." |
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"At the end of this meeting, I should
be able to provide you with (payoff)..." |
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QUESTION & ANSWER FORUM |
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We
want to hear from you. For help
with a sales strategy issue, please submit
your question. Each quarter, we will
draw from all the entries for a prize! |
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