Bring your HME Customers Value: Stop being a "me too" Sales Representative
Tuesday, September 28, 2:00 PM EST
Sales reps must get beyond "features and benefits" in order to be successful. Separating yourself from the competition takes time and effort. Even though you may be carrying the same products or offer similar features, you may have better customer service-but the referral source does not always get to experience that directly. They do have opportunity to hear from their patients on how your company is serving them; but typically they only report the bad things.
So what do you have to do to not be a “me too” HME Sales Representative? First and foremost, you can and should be professional. This includes being better prepared for every encounter while bringing value to the referral source- not perceived value but real value. Give the customer what they want and a little bit of what we want them to have from us.
Separation begins- and ends- with the features (that tell) and benefits (that sell) that describe who we are at our very core These distinctions are the essential ingredients for every HME sales person to have committed to memory and live out in every sales call.
Learning Objectvies:
- Describe the basics of features and benefits
- List your features and benefits, and that of your company, to understand why the referral source needs you
- Script what you are going to say and then rehearse it so you will use it as part of your daily interactions
This LIVE STREAM session will run 60 minutes with CHAT BASED Q/A. Cost for this individual session is $79 per registered location.
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