Seminar TopicsThe profession of sales and your role in outreach The evolution of hospital-laboratory outreach Understanding the various market segments and the customer who resides within Understanding your competition, as taught by a competitor Territory management Understanding the sales process Consultative selling Building relationships internally and externally Developing a strategic sales plan that works Lessons learned from over 60 years of combined selling in the lab industry Putting it all together for success |
Registration
There is a $200 registration fee for ARUP’s clients and includes training
materials, continental breakfast, and lunch on both full days of the
seminar.
Accommodations & Transportation
The Hotel Monaco, a historic boutique Kimpton hotel in the heart of
downtown Salt Lake City, will be hosting ARUP Sales Training Seminar
participants. Offering luxurious, stylish accommodations, the Hotel
Monaco has reserved a room block for the seminar. Reservations can be
made in advance online. Further information about hotel reservations
will be provided following registration and payment. |
Learning Objectives
Base camp is where it all begins. You will learn basic training, strategy, equipment, and plans to achieve reaching the sales summit.
- How to get off on the right foot with proven best practices
- How to establish an effective pre-call plan
- The essential sales tools needed for success
- How to build trust and credibility internally and externally
- How to develop and present effective strategic plans
- How the national competitors sell against you
- Industry dynamics that may affect your success
- The correct types and use of sales collateral
- The essential components and practices of territory management
- How to differentiate between Influencers and decision makers
- Why prospects won’t buy from you
- How to bring value to every sales call that will get you past the receptionist
- Proven sales skills that will deliver results
- Service techniques the keep customers loyal
- How to sell after the customer is sold
- How to survive in the “real world” of laboratory outreach
Seminar Value
- This session is appropriate for the new outreach-sales representative, the tenured outreach-sales representative, and the person who manages them.
- This session is tailored to the hospital-outreach sales program developed and facilitated by laboratory-sales professionals with over 60 years of combined commercial and hospital-outreach experience.
- This session offers a unique opportunity to interact and network with other laboratory-sales professionals from successful outreach programs around the country.
- Receive practical and proven best practices for generating new profitable revenue.
- Gain techniques for developing professional relationships that nurture long-lasting results.
- Learn how to bring value to your medical community beyond delivering test results.
Your Instructors
Peter Francis
Peter Francis, president of Clinical Laboratory Sales Training, LLC, has spent 35 successful years in sales and sales management within the reference lab industry. He has worked for Upjohn Laboratory Procedures, SmithKline Beecham Clinical Labs, American Medical Laboratories, and Quest Diagnostics. Mr. Francis was also the sales manager for Health Network Labs, the outreach lab for Lehigh Valley Hospital in Allentown, PA.
Mr. Francis has published eight articles on selling laboratory services in industry journals such as Medical Laboratory Observer, ADVANCE for Administrators of the Laboratory, ADVANCE for Laboratory Professionals, and Vantage Point. He is also a proud member of the G2 Reports Advisory Board to which he has contributed three articles. Mr. Francis has lectured on sales-related topics at national industry meetings and has been a guest speaker on several nationwide audio conference calls.
Paul Knoll
Paul F. Knoll has 30 years’ experience in the health care field. He has reorganized sales organizations to promote growth and profitability, spearheaded joint ventures and business partnerships with hospitals and managed-care organizations, and held numerous senior-management positions with commercial laboratories and consulting firms.
As senior consultant and business development director with Chi Solutions, Mr. Knoll was responsible for conducting market-opportunity assessments and generating new revenue for hospital-outreach programs. As vice president of sales and marketing for Universal Standard Healthcare, he was responsible for reorganizing the Diagnostics Sales Division and implementing growth and profitability initiatives.
Mr. Knoll also served as business director for SmithKline Beecham Clinical Laboratories, as vice president of sales and recruitment at Cross Country Healthcare Personnel, and as vice president and general manager of North American Biologicals, Inc., where he managed laboratory operations and sales/marketing and was awarded multimillion dollar federal contracts with the Navy and Army Reserves. He also served in multiple senior sales management positions at MetPath/Corning Clinical Laboratories throughout his tenure. Mr. Knoll earned his bachelor of science degree at Michigan State University.