The Leading Business Education Network for Doctors, Financial Advisors and Health Industry Consultants

Improving Contact, Communication and Closure

By Corporate Health Group [with ME-P modifications]

It doesn’t matter if you’re cold-calling a doctor’s home or office, making a return visit or have a scheduled office appointment – if you call on the doctor prospect without knowing the MD, person or background of the physician’s office, it’s all an attempt at futility (or worse, humiliation). So, don’t create the habit of an unprepared financial advisor or salesperson.

The Opening

A good financial advisor or salesperson has a plan for directing the conversation and positioning the desired outcome. The most important piece of the conversation to script is the opening questions as they can make or break the tone of your entire meeting and, ultimately, impact the outcome.

The Steps

As your call or meeting progresses, consider these steps:

• Focus questions on the doctor, their practice, business or personal needs.
• Use questions to first establish a dialogue to share and learn what is most important to them.
• Value the information they share with you and look for ways to respond that will provide a solution.
• Demonstrate your sincerity in learning about the physician.
• Probe, probe and probe again.
• Work through the layers of information to understand their emotional and task reasons for the purchase.
• Use questions to learn their frame of reference.
• Questioning will reveal their ideas for potential solutions.
• Learn the value and priority of finding a solution and the doctor’s sense of time frame, finances and value-added options.

Summarize the Questions

• This will ensure you capture input correctly and “take their pulse” before moving forward to the next step.
• Develop your solutions.
• Address medical practice, business and personal reasons for buying.
• Make sure your solution is benefit-oriented.
• Don’t “Feature Dump.” Anyone can match your products or service features – it’s you and the benefits that set you apart and cannot be [so] easily replicated.

Assessment

Follow these tips and techniques to help you become a prepared, knowledgeable, and intuitive financial advisor or consultative and successful salesperson. 

Conclusion

Your thoughts and comments on this ME-P are appreciated. Feel free to review our top-left column, and top-right sidebar materials, links, URLs and related websites, too. Then, subscribe to the ME-P. It is fast, free and secure.

Link: http://feeds.feedburner.com/HealthcareFinancialsthePostForcxos

Speaker: If you need a moderator or speaker for an upcoming event, Dr. David E. Marcinko; MBA – Publisher-in-Chief of the Medical Executive-Post – is available for seminar or speaking engagements. Contact: MarcinkoAdvisors@msn.com

OUR OTHER PRINT BOOKS AND RELATED INFORMATION SOURCES:

• DICTIONARIES: http://www.springerpub.com/Search/marcinko
• PHYSICIANS: www.MedicalBusinessAdvisors.com
• PRACTICES: www.BusinessofMedicalPractice.com
• HOSPITALS: http://www.crcpress.com/product/isbn/9781466558731
• CLINICS: http://www.crcpress.com/product/isbn/9781439879900
• ADVISORS: www.CertifiedMedicalPlanner.org
• BLOG: www.MedicalExecutivePost.com
• FINANCE:Financial Planning for Physicians and Advisors
• INSURANCE:Risk Management and Insurance Strategies for Physicians and Advisors

Filed under: "Advisors Only", Alerts Sign-Up, Career Development, Experts Invited, Marketing & Advertising | Tagged: cold call openings, cold calls, Corporate Health Group, financial advisors, financial products, physician sales, sales calls, selling to doctors | 4 Comments »