Identifying Needs

A productive occupational medicine sales effort is predicated on your ability to identify a prospect’s need and then to match that need with your services. Both require knowing when and how to ask the right questions. Why is Questioning So Important? Invariably, you begin your association with a prospect as“just another salesperson.” You must set yourself apart from the start. Breaking the ice to pique interest is one area in which well-constructed questions can secure …

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