Sales Blitzes
Name 2 tools you should you have ready for a blitz.
Promo items, printed materials, lead list, small overview brochure
What does ATM stand for?
Ability to make decision, Timing is right, Motivation is present
What is FORD?
Family, Occupation, Recreation, Dreams
Where you add a new lead or access existing leads?
S2 1.2 Lead File
Name two things you should bring to a first appointment.
Agenda, brochures, samples, and small gifts.
Where do you order printed materials from?
Conlins
If the person you are speaking with does not have the ability to make a decision, what questions should you ask?
Who handles your linen contracts?
Are they the only person who makes decisions on contracts?
Give an example of R.
What they like to do for fun, what hobbies do they have.
True or False: TBMs create lead numbers.
False - CCS automatically creates lead numbers once a new lead is updated.
True or False: As soon as you walk in, you should immediately begin to talk business.
False - build rapport first.
Who should you leave a gift for?
Everyone - front desk (gate keeper), administrator, director, etc.
What are you trying to get out of "T"?
CED
Are their contracts expiring soon
When should you use FORD?
In every interaction
Where do you input any actions taken with a prospect account?
Activities tab
Name the SPIN method of questions.
S - Situation
P - Problem
I - Implication
N - Need payoff
How soon after a blitz should you follow up with leads?
If motivation is present, what do you do?
Hot prospect! Set an appointment for a presentation
Where do you update FORD information for a contact?
In CCS under Manage Connections
What is Dynamic Connection in CCS?
Stopping by an account and dropping off materials / promo items
What is the goal of a first appointment?
To understand the needs of a prospect
CED, decision maker, pain points
If the timing isn't right, what should you do next?
Build the relationship and set a reminder to follow-up closer to the CED
How do you collect FORD?
Look for things around the office, things they are wearing, etc.
Name one of the types of ABC contacts in CCS under manage connections.
Contract signor, Local contacts, Secondary contact, Patient Experience.
What is the goal of an Implication question?