Sales Training – Sales Scripts – 5 Cold Calling Strategies
Now we’re really making some headway. So far in the series we’ve gotten a good understanding of the sales process that our sales people use, some of the tools they use, and we know how they’re measured. And we also know if the sales process is really integrated into the culture, or not. When you start really analyzing what’s going on in most organizations, you’ll find that there is usually some room for improvement. So you may have discovered at this point that there are some organizational development issues that need to be addressed. That’s completely okay and expected. Because a world class on-boarding and certification program is typically a contributing factor in world class sales organizations. I would be surprised if there is a world class sales team that doesn’t have a similar program. So from that perspective, you can feel really great about the part you’re playing in helping to create your company’s world class sales team. Your program is going to have a big impact.
It’s likely though, that you can’t just stop the development of your program in order to address the process and adoption issues. So you may need to work parallel paths on these things and get some more help. You’ll also be working really close with the sales leadership, which will require superior consulting skills on your part. Because, as we’ve discussed before, without their support and leadership, your work may be perceived as “something else” the sales people or sales managers need to do. It can certainly be a challenge to get the sales leadership to really focus on this. Especially if they see their role as super sales people rather than sales management. But working with them closely is something that you must treat as a priority. Otherwise, the lack of their support will just erode the impact you’ll have on the business.
2. Prioritize your potential clients biggest problems and talk to them in that vein. Throw your script away and focus on having a conversation with someone who has a problem you can solve.
3. Be yourself. The script is written to say things the way of the script writer not necessarily the way you would say it. For example, if you are selling health insurance, The approach scripted may be, “If I could save you money on your health insurance, would you be interested?” Rather, try addressing the problem. Bob I run across a lot of people who either don’t have health coverage or can’t afford it any longer. Do you know people like this? Trust me you will start a conversation. Focus on the problem to start a conversation, then you can offer a solution. Be yourself. Say things the way you would say them. After all, you are just having a conversation.
The first training class should be the people who are excited by the EMR system. Training will start off on a positive note and the momentum of their enthusiasm shouldn’t be underestimated. In the end, the negative people will probably still be just as negative but everyone else will be happier.
Train Everyone
Don’t let the resistors refuse to use the system. Everyone should employ the system or the problems that will arise from the disorganization will bring the office to a standstill.
Insist that the entire office be trained on and use the EMR system. With a positive approach to training, office staff is more likely to be eager to learn to use it. You may even want to consider offering prizes or giveaways to those who find creative ways applications for ways to utilize the system for your practice.
Training is a vital part of successful EMR system adoption and should be part of the overall strategy of a practice’s conversion to electronic medical records
Resource Author Francisco Rodriguez H.
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