The 7 Steps to Making the Sale

Doctors need good salespeople too

5 reasons physicians need sales training Many doctors think sales and medicine don’t have much to do with each other. If you are in an insurance based specialty, you are even less inclined to understand how sales psychology can easily be implemented to grow your practice. A lot of times sales gets a bad rap…

Issue #11 – The 7 Steps to Making the Sale | Step 6 – The Doctor Consultation

  Issue #11 – Step 6 to Making the Sale – The Doctor Consultation Once we have established rapport, reviewed the patient’s goals & needs, “built up” the doctor by highlighting accolades, reviewed the procedure exhaustively, and performed a trial close (feeling out patient timeframe, financial readiness, and handling objections), there are only two steps…

Issue #10 – The 7 Steps to Making the Sale | Step 5 – The Trial Close

  Issue #10 – Step 5 to Making The Sale – The Trial Close Once we have established rapport, reviewed the patient’s goals & needs, “built up” the doctor by highlighting accolades, and reviewed the procedure in detail, we now begin the process of scheduling the patient for surgery, even though the doctor has yet…

Issue #6 – Seven Steps to Making the Sale – Step 1

  Issue #6 – The Art of Rapport Building – Step 1 to Making the Sale: It is broadly agreed, based on marketing and sales textbooks, and decades of experience that in most industries and for most products and services, there are 7 steps to making a sale: Build Rapport Review needs & consult Share…