November 13-14, 2008
The Inverness Hotel and Conference Center
Englewood, Colorado

Strategic Investment

Hospitals today realize that laboratory outreach is a strategic institutional investment. Outreach programs across the country have achieved lower unit costs, created new streams of revenue, and improved patient care through enhanced services. A key element of a successful outreach program is professional sales. To grow the outreach program, the sales staff must focus on the strategic analysis required for successful opportunity management. Strategic analysis provides a road map that enables salespeople to:

• Identify what they need to know before making a sales call
• Manage complex sales with multiple decision makers
• Shorten sales cycles
• Eliminate time-wasting false starts and dead ends
• Turn one-time buyers into long-term customers

In addition, the sales professional must possess the skills necessary to conduct sales calls. Good sales call preparation and techniques enable salespeople to:

• Determine the client's needs
• Overcome basic issues
• Recognize commitment signals
• Manage customers who are unwilling to commit
• Work effectively with senior executives
• Prepare for and set realistic expectations for sales calls

As part of our ongoing support for your outreach program, Mayo Medical Laboratories offers Conceptual Selling^® to assist both experienced and inexperienced sales representatives in furthering their skills.

How the Program Works

Mayo Medical Laboratories has partnered with Miller Heiman Incorporated^SM to offer Conceptual Selling^®. This course uses a customer-centered approach to sales by focusing participants on why clients buy-resulting in more effective sales calls. Miller Heiman's Conceptual Selling^® takes a practical hands-on approach, rather than using case studies or role-playing.

Before the program begins, participants receive an assignment to identify selling opportunities in several of their significant accounts. They are asked to choose current or prospective accounts where the potential is high, but known or unknown problems are preventing closure. In the session, participants work in small, structured teams to brainstorm and develop strategies and action plans for those selling situations. Positive and productive feedback and discussion follow the exercises.

Credit

Mayo Medical Laboratories is approved as a provider of continuing education programs in the Clinical Laboratory Sciences by the ASCLS P.A.C.E.^® Program. This program has been approved for 12 P.A.C.E. contact hours. Level of instruction for this program is intermediate.

Conceptual Selling^® is a registered service mark of Miller Heiman, Inc^SM. Further, the works contained in each of the program materials identified are registered copyrights of Miller Heiman, Inc. All rights to each are reserved.

Real People, Real Results

Actual Testimonials From Past Programs

"It is refreshing to see a dynamic sales process that provides a step-by-step guide that creates a formidable opportunity to ensure continuous support of the sales effort."

"I am a lifetime lab employee who has only recently gotten involved in sales-and really had no idea how or where to begin. This class gave me a structure and methodology for sales calls. I believe I understand how to make sure I'm presenting our services in a way that will create more 'win-win' results for us and our clients."

"A well-done course especially designed for our industry."

"This program will have a tremendous impact on my goal of developing an outreach program. I am astounded at the quality and practical aspects that this program provided. I feel like I received a wealth of information that is very useful. Great two days!"

Date and Location

The Conceptual Selling^® program will be held November 13-14, 2008, at The Inverness Hotel and Conference Center in Englewood, Colorado.