This month’s column provides some easy-to-execute sales and marketing tips that we have found helpful in moving a clinic’s occupational health initiative forward: Sales Skills and Techniques Use euphemisms to convert negative phrases into positives. “You have a problem” should be “You have an opportunity.” “You have a high injury rate” becomes “if we can help lower your injury rate, it would result in lower workers’ comp costs.” Orchestrate clinic visits to make …
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