The art of using the “right” words and avoiding words that tend to harm one’s sales effort is undervalued. Consider these recommendations: Use strong, descriptive, positive words. Your choice of words should reflect the image you wish to portray of your urgent care clinic, and the attributes that go along with such an image (e.g., energy, confidence, focus, and warmth). How about asking your staff to list the 10 words that reflect the most positive …
Read MoreAnatomy of an Occupational Health Sales Call
FRANK H. LEONE, MBA, MPH “Tell ’em what you’re going to tell ’em, tell ’em, and tell ’em what you told ’em.” —Mark Twain Urgent care clinic operators would be well advised to keep in mind Mark Twain’s advice on how to approach a speech or a paper; the same sequence applies to an occupational medicine sales call. In Phase I, it is best to articulate a clear objective for your sales call and provide …
Read More