Sales and Business 101
This
course provides a seamless transition for clinicians into sales and support roles
for businesses calling on hospitals. It begins with a basic orientation
of standard business practices and tenets and then expands into a thorough
instruction in sales basics, from business identification and qualification
to probing, strategizing and closing. This course combines key elements
of SPIN, PSS and Strategic Selling and includes numerous role play and practice
in stand up selling. It is excellent preparation for entry into a company’s
in-house product/competition training prior to beginning work in the field.
Coursework includes:
- Understanding sales — meeting needs/solving problems
- Selling to needs/wants
- Probing/Supporting
- Features vs. benefits
- Dealing with attitudes (skepticism, indifference, etc.)
- Objection handling
- Appointment-getting
- Key elements of a successful presentation
- Strategizing/tactics
- Closing
Courses are conducted in classroom settings at NetGain, at a client’s home facility or via web-based, interactive teleconference. Follow up phone/internet consultation is also available. Contact us for details on fees and scheduling.