By Peter T. Francis
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Peter Francis, President of Clinical Labs Sales Training, brings fresh insight for focusing your sales strategy.
||Clean24. Social Norms||This episode is about social norms, or as some people call it, the herd theory. Understanding social norms can be your best friend in sales, and here’s Peter to explain how.||5/19/2017||Free||View in iTunes|
||Clean23. A Retake on C Difficile Testing||This is episode is called A Retake on C Difficile Testing, and comes from the Lab Backgrounder Newsletter, which you can subscribe to at ClinLabSales.com.||5/5/2017||Free||View in iTunes|
||Clean22. Instituting Higher Standards||In this episode you’ll learn how to enhance your lab’s reputation, especially through the departments that regularly interact with clients or their patients. Peter explains the importance of offering continuous training to build extraordinary levels||4/21/2017||Free||View in iTunes|
||Clean21. Improving Sales Performance||If you want your sales reps to progress, then they have to be willing to change. But we all know that’s not easy. In this episode Peter examines 4 truths behind making lifelong improvements in sales performance.||4/7/2017||Free||View in iTunes|
||Clean20. Hiring a Lab Sales Rep||This episode is for those of you who want to hire a first-class lab salesperson. What are the key qualities to look for? And how important is experience vs. inner abilities for a field rep? Hiring the right person is super important, and getting the wro||3/24/2017||Free||View in iTunes|
||Clean19. Developing a Strategy||In this episode Peter encourages us to develop a competitive business strategy that all employees know and implement. He shares the three essential components of a strategy and how to put them all together for success. Originally published August 2010.||3/10/2017||Free||View in iTunes|
||Clean18. Creating More Revenue||In this episode Peter discusses two ways to gain more business from existing customers—cross-selling and up-selling. You’ll learn how both of these methods can help you gain more revenue, build stronger client relationships, and reduce selling costs||2/24/2017||Free||View in iTunes|
||Clean17. Personalize Your Selling Strategy||This episode focuses on the importance of developing personal relationships with your prospects. Peter shares how discovering fun facts like a potential client’s favorite food or hobby can help win them over to your lab. Originally published August 20||2/10/2017||Free||View in iTunes|
||Clean16. Decisions, Decisions||This episode is for all of you who are tired of hearing prospects say: “We’re happy with our lab. No, you can’t see the doctor—he’s seeing patients. Maybe another time.” Peter dissects the psychology of how customers make decisions, and what||1/27/2017||Free||View in iTunes|
||Clean15. Client Relationship Management||This episode is all about managing client relationships through the sale and beyond. Peter introduces the six steps in the relational staircase and shows what it takes to move from knowing your name to having a valuable relationship. Then Peter talks ab||1/13/2017||Free||View in iTunes|
A must-listen for anyone involved in lab sales. Veterans and rookies alike should definitely give a listen.
It's obvious Peter has tremendous experience in this field. Personally, I appreciate his willingness to share some of his knowledge in podcast format. The content is honest and practical, yet incredibly useful in the field.