Concentrate 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.
Originally published on February 4, 2025
Lecture Presenter
![]() | Peter T. Francis President |
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.
Objectives
After this presentation, participants will be able to:
- Describe important subpoints of defining credibility
- Discuss the value of positioning
- Recognize the intricacies of customer relationships
Sponsored by:
University of Utah School of Medicine, Department of Pathology, and ARUP Laboratories