Tag: Rehab sales
Rehab sales: No margin, no mission
April 23, 2018Bill Noelting
A. We've seen reimbursement become tougher and tougher over the years and your employers have become more and more squeezed for profit. When I was in the hospital contract management business, CEO Sister Mary Jane Beth Sue said to me, “Sonny, no margin no mission!”. Learn a lesson from Sister MJBS. Never compromise your standards for profit, but don't think you can deliver excellence without it. And don't forget that one of your primary customers is your employer. Help them understand....
Rehab sales: Gain commitment
April 23, 2018Bill Noelting
A. So far, we've established a relationship with our prospect (a prospect is someone you want as a customer) by:Understanding their needsAligning expectationsIncreasing their awareness of your capabilitiesGaining acceptance of your solution and the benefits thereofWhat we need next is their commitment to apply your solution. Often, at this point since you've gotten this far, this commitment might seem unspoken and a slam-dunk. Don't be fooled. Remember that the end of the cycle is 'repurchase', not...
Rehab Sales: Ask the right questions
February 27, 2018Bill Noelting
A. As we discussed in the last article, the first steps toward providing a great solution are to clearly understand the problem that needs to be solved and to make certain that you and your customer are in agreement.Here are the next steps for gaining acceptance of your solution. Ask these questions:Are they aware of the solution I'm recommending? Are they informed about it? Do they like it? Do they prefer it?Seems simple and intuitive, right? It is, but don't skip a step and assume you know the...