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Question: The choice to train your people might seem difficult, especially if you want to introduce a new ethos to a team unfamiliar or even negatively disposed to selling. In this post, Laura Livesey addresses the primary issue you need to consider: Who will actually do the selling?
Question: We talk a lot about how non-sales professionals might feel during sales interactions. How do you think that prospects and clients feel? What do you think they are looking for when they are trying to purchase something from a professional? What benefits might there be if the relationship gets off on the right foot? In this video, Rod answers these questions and more...
We’re continuing our new series of video Questions and Answers recorded during the recent ESCRS trade show that took place at the Excel Centre in London. Today Rod Solar answers a question that many experienced non-sales professionals might be wondering - why do I need to bother selling now when I never needed to before? Question: Why do professionals need to sell now when before they didn't need to?
Because selling is so universally misunderstood and feared, it's often left to the last minute to figure out how best to get a messages across. Many people don't realise the breadth of applicability that learning sales distinctions can bring not only to your business, but to your personal and even romantic life!
Good Communication Improves Employee Morale A recent survey by US staffing agency, Accountemps found that one third of HR managers cited communication issues as the main cause of staff morale issues. Communication was also the most popular solution to the problem of low morale, with [...]
Rod Solar reveals practice building secrets gained over a decade of growing healthcare organisations at ESCRS 2013 Practice Development Weekend
Rod Solar reveals practice building secrets at ESCRS 2013 Practice Development Weekend We decided to get practical at the ESCRS Practice Development Weekend in Frankfurt by revealing the very best business development strategies and tactics we've learned after working to build healthcare businesses over a decade. [...]
Healthcare Consultation - Objections: measure twice, cut once I believe that that best way to overcome an objection is to listen deeply to what is behind the objection before you answer it. In the heat of the moment, this is easier said than done. But, [...]
Healthcare Consultation - The weakest link in the private health sales chain Ok, it's my turn to play Anne Robinson for a moment... Imagine for a moment that your private health practice is a chain that the patient needs to pull to get their hands [...]
Healthcare Consultation Skills: Establishing your credibility and authority During the practitioner's component of the consultation, the clinician will conduct an examination, overcome objections, perform a credibility statement, and trial close the patient. In this way, the practitioner can perform all the necessary sales functions in [...]