Sales Strategies for EZ Scripts

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Questions and Answers

What is the initial type of questions that should be asked to learn about an account?

Open-ended questions (correct)

Yes or no questions

Very specific questions

Closed-ended questions

How should a salesperson respond to learn about a contact's priorities?

By providing solutions immediately

By asking leading questions

By dictating what is important

By letting the contact express what matters to them (correct)

Why is it important to focus on an account's perception of reality?

It indicates the trend in the industry.

It reflects objective facts about the account.

It helps in building credibility without needing extensive knowledge. (correct)

It is less important than actual data.

What strategy should be employed to address an account's pain points?

Offer targeted solutions based on their needs Signup and view all the answers

What should be avoided when discussing other groups with an account?

Bad-mouthing a competitor Signup and view all the answers

How can a salesperson ensure they are valued during account interactions?

By bringing something of interest to the account Signup and view all the answers

What is an effective way to build long-term relationships with accounts?

Using their pain points to guide conversations Signup and view all the answers

What is the purpose of identifying pain points in the sales process?

To provide solutions that directly address the account's needs Signup and view all the answers

What is a common challenge faced in the worker's compensation (WC) system regarding patient medication?

There is a lack of communication between pharmacies and medical providers. Signup and view all the answers

Which aspect should be prioritized when managing WC claims for patients?

Understanding the claims process thoroughly. Signup and view all the answers

What is a significant barrier that patients face in utilizing WC pharmacy services?

Lack of knowledge about available WC pharmacy resources. Signup and view all the answers

What might be a consequence of not fully embracing the sales aspect of patient referrals in WC?

Higher likelihood of referring patients to other providers. Signup and view all the answers

If a professional could change only one aspect of the WC pharmacy system, what would be a common request?

Simplify the process for prescribing and dispensing medications. Signup and view all the answers

Which question can effectively assess someone's understanding of the WC claims process?

What would you say to a patient about using EZ Scripts? Signup and view all the answers

Which phrase best encapsulates the characteristics of what a 'perfect' WC claim looks like?

Full transparency and clear communication with patients. Signup and view all the answers

What could be considered an indicator of a successful WC pharmacy according to practitioners?

Positive patient reviews and feedback. Signup and view all the answers

Which factor is not relevant when determining the questions to ask different medical practices?

Experience level of the front desk staff Signup and view all the answers

What is a common misconception about practices that get business from insurance carriers?

They are always claimant-oriented. Signup and view all the answers

Which question would be least effective when speaking with a medical provider affiliated with a carrier in Texas?

Do you do any/many depositions? Signup and view all the answers

What role does knowing industry-specific terminology play in establishing trust with accounts?

It fosters better communication and understanding. Signup and view all the answers

What should you prioritize when asking questions to staff at a medical practice?

Identifying key personnel such as the WC coordinator. Signup and view all the answers

Which of the following is an indication that an account is less likely to be a good fit for WC claims?

They primarily engage in non-claimant related work. Signup and view all the answers

When evaluating the future plans of an account, which question is crucial to understand their commitment to WC?

Would you like to see more WC? Signup and view all the answers

In the context of asking about WC patients, which aspect is likely to build rapport?

Discussing their experiences with challenging cases. Signup and view all the answers

Study Notes

Asking Better Questions

The presentation focuses on improving sales strategies for EZ Scripts, applicable to all sales territories.
Ten general thoughts are provided to enhance the approach to selling EZ Scripts.
Utilize open-ended questions to gather detailed account information, avoiding binary questions.
Understanding the account's needs and pain points is critical to tailoring solutions.
Employ Salesforce to identify pain points for targeted solutions.
The goal is to build long-term relationships by catering to account needs.
Account perception of reality and trust are key factors for success.
Focus on providing a positive pharmacy experience and educating groups about increasing profitability.
Maintain professionalism and positive connections with accounts when presenting opportunities.
View each account on a scale from unawareness to engaged. The target is to consistently shift the position towards the most engagement.
Different approaches are needed depending on whether working with law firms or medical practices.
Adaptability is key; different groups have varied priorities and requirements and adjustments must be made accordingly.

10 General Thoughts

Questions should be tailored to the specific type of practice (e.g., law firm, medical practice)
Consider the group's specific priorities and adapt accordingly
Ask specific questions to gain a clear understanding of the client's pain points.

Specific Questions for Accounts

Account's Business (General): Understand the client's experiences with workers' compensation (WC) claims, including a deliberately vague opening question to encourage comprehensive responses. Additional questions include reasons for their involvement with worker's compensation.
Account's Desires & Future Plans: Explore their desire for enhanced WC services and any associated preferences. Also includes questions about willingness to grow WC business, and any changes they would like to see.
Account's Key People/Contacts: Investigate details about individual employees' time commitments, schedules, and interests to understand them better as people.
Account's Internal Processes: Analyze and understand the internal processes related to WC medications and the best means to facilitate a smooth and successful flow of communication & procedures.
Account's Knowledge of WC Pharmacy: Understand how the account perceives current worker's compensation pharmacy solutions.
Account's Current Challenges: Assess the account's current obstacles related to WC claims. Explore whether any aspects of the present WC system, procedures, or policies could be improved.
Account's Mix of Business: Assess the variety of services provided by the account. Explore the potential for new services. Delineate specific details about their current business mix including types of payors and their typical client base.
Account's Place in the Marketplace: Discover whether the account is claimant-oriented or carrier-oriented. This is important for tailoring the service to the needs of their specific client base.
Account Commitment to Sending Patients: Gauge the account's commitment to a seamless process of transferring patients and learn how they are prepared to help facilitate this process.
Asking for More Business: Query the account to identify other potential sources or references interested in the company's services. These questions would lead to referrals for new patient acquisitions.

###Additional Notes

The materials emphasize the importance of asking open-ended questions and tailoring questions to specific types of practices and/or needs.
Learning individual employee interests and preferences is key for building rapport and understanding their role in the context of the company.

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Description

This quiz focuses on enhancing sales strategies for EZ Scripts across various sales territories. It covers the importance of asking open-ended questions, understanding client needs, and utilizing Salesforce for targeted solutions. Participants will learn how to build long-term relationships and improve account engagement effectively.