Salesmanship 101
Presented by your Pundit
BERT R LURCH
7 Keys to sales
• Identify and Qualify prospects
• Pre Approach
• Approach
• Presentations
• Handling Objections
• Closing
• Follow Up Activities
Identify and Qualify Prospects
• Consider your current physicians that you feel would qualify.
• Also ask them for names of associates who may have a need for services.
• Contacting friends and relatives that have personal relationships with doctors and or staff members of a doctor.
• Consider doctors that are located in your area.
• Qualify all the above based on volume, size and potential.
Pre Approach
• The second step is the pre-approach. The pre-approach enables you to learn as much as possible about the doctor you have identified. You must ascertain what this doctors needs are, from the source that created the lead.
Pre Approach
• Setting objectives to make contact.
• Determining the best method of approach. Should it be by a personal visit, telephone call, letter, third-party etc?
• Developing an overall approach strategy. Who will you contact first, and why?
• Preparing an effective opening statement.
• Developing fact-finding questions.
• Knowing the sales message geared to this client.
• Ascertaining the best timing to make co ...