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Needs


High hiring rate & turnover Dangerous environments Safety and security issues DOT/OHSA requirements Time/cost collection issues Regulated/non-regulated Efficient testing process Fast turnaround time


Effective communication


ROI Proposal The bottom line in sales is determined either indiscriminately by the client or formally as presented by the sales person. It should be based on measurable outcomes, which can be quantitative and/or qualitative supporting the ROI value. It should also be tied to the specific strategies that are developed for each key objective and based on the value derived from the products and services provided in the solution. ROI can be demonstrated through cost reductions, time savings, improved efficiency, data management, program effectiveness, reduced accidents and workers compensation claims, fewer positive test results, etc.


Advanced Sales Process Tools Te key account management method is supported by tools that help you develop a solution based on what you know and imagine for the client. Tis results in a plan that is custom designed. 1. Customer profile—description of the business, its focus, position in the indus- try, size, scope, range of products and services offered, and business principles


2. Why is customer a key account—what characteristics do they possess that make them more important than others, a


22 datia focus


Services


Background checks Medication monitoring 6 > panels, SVT & alcohol


Collections for laboratory panel On-site/after hrs. collections Random scheduling Physicals


POCT collection & testing Consortium management


partner that can add value, lead you into new segments, a referral for other ac- count, help in product development


3. What are the opportunities to cre- ate a mutual future—how will both your futures be positively affected by this alliance


4. What are possible stumbling blocks—what issues or obstacles are evident internally within the client’s business, your own company, and any external factors, such as competition, regulatory agencies, industry requirements


5. Customer organization and deci- sion process—describe the client organizational structure hierarchy, as well as the decision making process


6. Key players and participants—sales person must identify the key partici- pants and their roles from the client’s company, your own team, and any persons involved externally In order to achieve the desired


results, the sales person serves as the team leader and should ensure that all strategic actions are tracked and shared with participants. The solution should not only deliver results, but also provide progress, improvement, correction as needed, and ongoing resolutions. The solution plan is designed based on these key components.


1. Customer objectives—enter the 3 or 4 key client objectives identified through the process and review them with the client for validation


2. Strategy to create value for objec- tives—develop a strategy for each key objective that not only resolves the issue but adds value to the situation through improvements


3. Planned action steps scheduled and completed—detail each key action item to develop, implement, and exe- cute the strategy noting the who, what, when, where and date of completion


Business Built on Sales Process Te quality and value of your business will not only depend on the quality of your services, products and pricing, but also on how you are represented during the sales process. Does that process represent your principles and practices, your integrity and commitment? An effective sales process will solidify your position with your clients and within the industry. A successful sales process will allow you to provide continuity and consistency to your business and will result in improved networking opportunities, securing testimonials, and referrals. Te sales engagement process will help you to capitalize on your personal assets and relationships by having very satisfied clients who consider you a partner provider, not simply a vendor. It is oſten asked, how do you distance yourself from the competition? Get closer to your customers! A sales person competes for a client’s business by differentiating their company from the competition. An effective sales process helps to achieve that by establishing relationship marketing, which is the epitome of customer orientation.


Conclusion Te selling environment has evolved and the sales process must as well. Consider


summer 2016


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