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 Moving from basic to advanced selling skills 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 $280 registration fee for ARUP’s clients, which includes training materials, continental breakfast, and lunch on both full days of the seminar.
Accommodations & Transportation
The Hilton Downtown, located in downtown Salt Lake City, will be hosting ARUP Sales Training Seminar participants. Featuring all the comforts of home, luxury services, great dining, and all the necessities of the business traveler, the Hilton Downtown 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
Participants will learn:
- 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 T. Francis, noted author and president of Clinical Laboratory Sales Training, has spent 35 successful years in sales and sales management within the reference lab sector. Working for labs such as Upjohn Lab Procedures, SmithKline Beecham Clinical Labs, American Medical Labs, and Quest Diagnostics has provided Mr. Francis with broad sales experience and a strong sales training foundation. He also helped manage and train a sales team for Health Network Laboratories, a large hospital outreach program in Allentown, Pennsylvania.
Mr. Francis is the author of more than 18 articles on selling lab services. Many have been published in industry journals such as Medical Laboratory Observer, ADVANCE for Laboratory Professionals, and ADVANCE for Administrators of the Laboratory. He is also a proud member of the Washington G2 Reports Advisory Board to which he has contributed numerous papers. Mr. Francis has been a guest faculty speaker on sales-related topics at national industry meetings and a presenter on numerous national audio conferences.
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 a 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.