Strategic Selling® Sales Training Supporting Community Outreach

Strategic Selling® Sales Training Supporting Community Outreach

March 19-20, 2008

Contact Information

Mayo Medical Laboratories
Education Department

E-Mail Address
Phone: 800.533.1710
Fax: 507.284.8016
Global: 507.284.3156

Strategic Selling® Sales Training Supporting Community Outreach

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March 19-20, 2008
Omni Parker House
Boston, Massachusetts

Creating New Revenue Streams

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 revenue streams, 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 to successfully manage sales opportunities. Strategic analysis provides a road map that enables salespeople to:

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

Sales professionals 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 Strategic 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 IncorporatedSM to offer Strategic Selling. This course concentrates on the single most neglected aspect of selling: the in-depth analysis of account strategy that must come before the sales call. Miller Heiman's Strategic 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. During 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.

Strategic Selling® is a registered service mark of Miller Heiman, Inc. 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

"I have attended many sales workshops/programs in the past. This one like no other really answered the real issues and questions on how to effectively move that sales process forward to a 'smart' business result. Thank you, I can't wait to get back and share what I have learned."

"I feel more confident in my selling approach with the tools and suggestions given in this course."

"I am an experienced sales rep but learned a great deal . . ."

"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 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."

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