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Sales Techniques By Market

Selling to Family and General Practices Physician Groups

As the dust clears, family and general practices physician groups are gradually bouncing back from the market slowdown and are starting to reinvest. We'll tell you how to conquer selling challenges in the family and general practice physician group market and outperform the competition.

Initiative and perseverance are excellent personality traits for sales professionals. But selling to family and general practices physician groups requires more than an impeccable work ethic.

For B2B professionals that sell to these companies, the industry's positive growth outlook makes the solid execution of fundamental sales principles more important than ever.

Know Your Products

In the real world, most family and general practices physician groups aren't interested in middle of the road products. Before they commit to a purchase, they want to know everything there is to know about your product.

In this industry, differentiation can be the deciding factor between a close and your prospect going with a competitor's product. It's critical for your sales team to be knowledgeable and smart. If you're selling a service to family and general practices physician groups, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.

How to Generate Solid Leads

There aren't any cut and dry rules for generating solid sales leads. However, leading sellers typically favor established processes forlead generation. When possible, businesses that sell to family and general practices physician groups should take steps to automate the lead generation process by leveraging technological solutions and face-to-face networking.

One option worth considering is the integration of lead lists into your prospecting routines. Lead lists provided by third-party vendors are usually cost-effective compared to the labor requirements for in-house lead generation.

At Gaebler, we advise our business partners to explore Experian Business Services for family and general practice physician group lead lists. Experian is a reputable firm that is known for providing up-to-date lists that can be filtered according to your precise lead specifications.

Collaborative Strategies

Cooperation is a key feature of companies that succeed in selling to family and general practices physician groups. Silo business models simply aren't as efficient as models that emphasize collaboration between business units.

In some cases, the synergy between sales, marketing and other business units can provide the impetus for meaningful growth.

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