CLST founder Peter Francis helps build sales volume.Master-class reps. Remarkable sales people, in part, drive remarkable sales results. Clinical Laboratory Sales Training (CLST CLST Celestial ) has developed more than 60 lab-test and disease subjects and 23 topics related to selling methodologies within the lab industry. Beyond the classroom, the company also provides ride-along encounters with representatives, offering constructive feedback and strategy setting. For labs without a sales manager sales manager n → gerente m/f de ventas
sales manager n → directeur commercial
sales manager sale n → or with an inexperienced one, this ad hoc For this purpose. Meaning "to this" in Latin, it refers to dealing with special situations as they occur rather than functions that are repeated on a regular basis. See ad hoc query and ad hoc mode. consultative expertise can be extremely valuable. Our firm amalgamates The Amalgamates, founded in 1984, are Tufts University's premier coed collegiate a cappella group.
Like most college a cappella groups, the "'Mates" arrange and learn a new repertoire of rock, pop, R&B, alternative, and jazz covers every semester. all necessary components to help develop "master-class" professionals that are head and shoulders above their competition. If lab administration is sincere about marketing lab services, it will always be looking for Looking for
In the context of general equities, this describing a buy interest in which a dealer is asked to offer stock, often involving a capital commitment. Antithesis of in touch with. ways to improve its front-line sales staff. Lab administrators intuitively understand the significance of what a well-trained sales person brings to building business.
Paragon approach to sales-staff development. The company's modus operandi [Latin, Method of working.] A term used by law enforcement authorities to describe the particular manner in which a crime is committed.
The term modus operandi is most commonly used in criminal cases. It is sometimes referred to by its initials, M.O. is to gain a broad overview of its contacts: what is their competitive environment, how many operating patient service centers do they have, what is their predominant form of billing, what their strengths and weaknesses are, what do they use for connectivity, and on and on--it is important to learn how the lab is positioned within its marketplace. Then we get busy. Some clients request that we alternate monthly training sessions between test topics and sales skills. This is a paragon approach to staff development, as it embodies the essential tools for a master-class marketing representative.
Create differentiation strategy. CLST helps its clients by developing a list of basic differences that are unique among their competition. Differentiating is a two-part formula: an intimate knowledge of one's own lab and that of the competition. The art of differentiating effectively takes significant practice. The company's experience has shown that many reps either have no idea how their lab is different or, at best, a very superficial idea ("We have a great client service department"). It. takes time, patience, and a willingness to "get granular" on both sides of the fence.
Turn no into yes. Our sales-training module, "Gaining Interest," teaches that the rep has less than a couple of minutes to impress--who he is and who he represents and what is in it for the office or individual. Three basic reasons why sales people hear "no" are that the client has 1) no urgency to make a change (he is ostensibly os·ten·si·ble
Represented or appearing as such; ostensive: His ostensible purpose was charity, but his real goal was popularity. happy); 2) no desire to make a change (political affiliations or not competitive in certain areas like patient access points, insurance contracts, pricing): and 3) no trust or credibility with the representative or, possibly, the lab. This last point kills more opportunities than most people realize.
Building bonds. Relationship management is a special field, and many field reps fail to recognize the relationship between the lab and client is a two-way street. The lab is dependent on the client for feedback on service levels, the sales numbers, and competitive intelligence. The client is dependent on the lab for expert and courteous phlebotomy Phlebotomy Definition
Phlebotomy is the act of drawing or removing blood from the circulatory system through a cut (incision) or puncture in order to obtain a sample for analysis and diagnosis. , quality results delivered in a timely fashion, quick resolution to problems, and current test and/or method information. Building lasting bonds means focusing on client relationship management (CRM (Customer Relationship Management) An integrated information system that is used to plan, schedule and control the presales and postsales activities in an organization. ), which--condensed--is what you do, how you do it, and how consistently you do it. Two things matter in a relationship: with whom you have one and how that person regards you. The lab rep must nurture relationships beyond the client's simple dollar value. The marketing person must build trust and credibility with many people inside the customer's domain, especially the decision maker. In a good relationship, both the lab and the client will benefit. CRM is as important to preserving and enhancing the intangible asset Intangible Asset
An asset that is not physical in nature.
Examples are things like copyrights, patents, intellectual property, and goodwill. These are the opposite of tangible assets. commonly known as "goodwill" as is the management of hard assets.
A unique approach. The purpose of the lab business is to create a customer to produce business results. Achieving results distills down to two basic functions: 1) marketing and 2) innovation--all of the rest are costs. Diagnostic in vitro in vitro /in vi·tro/ (in ve´tro) [L.] within a glass; observable in a test tube; in an artificial environment.
In an artificial environment outside a living organism. companies take care of the innovation side, but who takes care of the marketing arm of the business? CLSI' fills that need. It focuses on creating a lab-specific curriculum of sales and test modules with its 35 years of experience and an objective point of view.
Peter T. Francis
President/Founder, Clinical Laboratory Sales Training, LLC (Logical Link Control) See "LANs" under data link protocol.
LLC - Logical Link Control , 2007, Sales Director, Genomics & Esoteric Testing Specialist, Quest Diagnostics Quest Diagnostics Incorporated (NYSE: DGX) is a United States corporation which provides clinical laboratory services . The company also has a business presence in England and Mexico.
Quest Diagnostics is a member of the Fortune 500 and the S&P 500. ; Sales Manager, Health Network Laboratories: American Medical Labs, Quest Diagnostics; Smith Kline Beecham Clinical Labs; VP, Sales and Marketing, Tektagen.
BA, Music, Hillsdale College, Hillsdale, MI.
Singer, composer, recording artist, record producer, music arranger; musical instruments: acoustic guitar and piano. Authored, book on early rock-'n-roll trivia. Recorded nine CDs of personal compositions and oldie old·ie
Something old, especially a song that was once popular.
Informal an old song, film, or person
Noun 1. cover hits. Winner, 20th Annual Mid-Atlantic Song Writing Contest, 2003. Enjoys spending time with wife, children, and grandchildren. Other interests include sport cars and writing.
By Carren Bersch, Editor