According to Jenny Langridge, business development manager for Companion Consultancy in the United Kingdom, even clinical roles have aspects of sales, often with a drive to sign clients up for clinics or join a practice loyalty program, or with the instruction to upsell a care product.
It is entirely possible to carry out sales activities with integrity. To work out what a client wants or needs, and to be able to offer a genuine solution, requires us to be prepared to interact on a deeper level. We need to really find out where their concerns or objections lie and seek ways to resolve them. We need to acknowledge that we are taking an authoritative role and ensure that our product knowledge and recommendations are solid and reliable.
We also need to be prepared that sometimes there isn’t a perfect solution, and we’ll need to explore a compromise or advise a client against their offering. But these behaviors are normal in practice, and sales activities needn’t be any different.
To read the full article, visit:
