Referrals are incredibly valuable in sales, no matter what industry. And, in the competitive health care world, a glowing referral could help you win out over competitors.
Category: Connecting with the Heart
What would you do if you lost your biggest client tomorrow? What have you done lately to ensure that doesn’t happen?
It can be thrilling to “hunt” a prospect, eventually winning their business and cashing in the sale. But don’t let the excitement of getting new customers overshadow caring for current ones.
Price objections aren’t limited to just one industry. No matter what you’re selling, you’ll likely encounter more than one customer who doesn’t agree with your pricing.
Remember playing I Spy when you were a kid? Before the tablet age, this was a classic parenting tactic to keep children entertained during a long car ride or a grown-up meal in public.
Sometimes you only get one chance to make a great impression. With competition around every corner, you’ve got to make the most of your contact with a prospect.
How is your sales karma? The way that you treat others is the way that you will be treated. Every time!
Prospect not picking up the phone? Client giving you the cold shoulder? First, don’t panic; you won’t be the first salesperson to be ignored. Then, consider how to react.
Each and every prospect is different. And, included in these differences is a unique communication preference. If you aren’t adjusting your own style for each prospect’s you risk pushing potential buyers away.
Successful selling involves more than just pitching a couple of benefits and throwing out a price. There are so many factors that influence buyers, and some things they consider to be benefits may not even be tangible.
Today’s salespeople have a powerful tool at their disposal that many of their predecessors didn’t have: Video.