Connect Sign InConcentrate on Three Critical Areas When Selling Your Laboratory’s Services
This presentation will explain the main areas laboratory field sales representatives must maintain to provide continued focus when working to maximize their sales productivity. It details the elements of credibility, your laboratory's value position, and how to build effective customer relationships.
Peter Francis has spent his entire 50-year career in the reference laboratory industry with primary duties of selling lab services and managing and training salespeople. Examples of companies he has worked for are Upjohn Lab Procedures, SmithKline Beecham Labs, and Quest Diagnostics. He was also a sales manager at Health Network Labs—a hospital lab outreach program in Allentown, Pennsylvania.
Francis founded Clinical Laboratory Sales Training in 2007. He felt there was a need to support laboratories without internal resources with sales training and development programs to help lab representatives improve promoting their lab’s testing services. He has written extensively about selling and managing within the lab testing field, and industry journals have published many of his articles. Numerous lab conferences have asked Francis to present various sales topics at their national conferences.
