Little Red Book of Selling
One of the core principles Gitomer teaches is:
People don't want to be _____, but they love to ___?
Sold - Buy
If a Scheduled Event or Pitch does not have this associated, it will not count toward your monthly dashboard goals.
Opportunity
This folder is designed to introduce education at admission and reinforce it through discharge.
Inpatient Discharge Folder
This is the fundamental technique in handling people
Don’t criticize, condemn, or complain
If a deal stalls after a pitch, the most likely missing element is this
Clear expectations for next steps
OR
Value
This sales principle says that ________ is more powerful than technique.
Enthusiasm
When starting a new reorder Opportunity, what is the most missed field that needs to be updated prior?
Reorder Status on the original Order
This healthcare metric is often impacted by consistent and accessible patient education materials.
Carnegie says this is the deepest human need.
What is the desire to feel important?
In a long healthcare sales cycle, this is often the true decision maker behind the scenes.
the Committee/Team
According to Gitomer, the number one element in a sale is this.
Trust
This report type allows you to dynamically track client order history based on usage, items, and account segmentation.
Client Portfolio
On our new product — StitchFolio Folders — the inner booklet has to be printed in page sets of ____?
4
To influence someone, you must first arouse this in the other person.
an eager want
If a prospect says, “Send me pricing,” before understanding value, the correct move is to do this first.
Ask Questions to discover needs to be able to provide the right solution
This principle emphasizes that _____ must exceed price before the sale can happen.
Value
When submitting a quote request for tabs, what are the most commonly non-standard missed specs? (3)
B/W or Color?
Body Copy (Y/N) + Front and/or Back
According to Laurie Michael, what is one add-on that helped make their discharge folder extremely effective at increasing on of the key HCAHP drivers?
Medication Tab w/ Body Copy
This principle teaches that you should begin in a friendly way.
Begin with praise and honest appreciation
If your contact loves the product, but is unable to move forward what are 2 of the possible things you know for certain you do not have?
The correct Decision Maker
Enough Value to Justify the purchase
Also will accept,
Timing
Buy-in from other key stakeholders
This is the most powerful sales tool you have, according to Gitomer.
Attitude
When are shipping costs included on orders?
When the order is shipping to ASI AND we're shipping on the customer number
(Does not apply to discharge folders or dividers)
Design Services, Warehousing/Logistics, Flexible Financing (i.e. Pay on shipment - Bill and Ship), Industry Knowledge, Customer support/care
When handling objections, Carnegie advises you to let the other person do most of this.
the talking
The fastest way to lose momentum in a 3–9 month hospital deal cycle is failing to do this after a meeting
Not set up next steps for when to connect next.