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?

<p>Offer targeted solutions based on their needs (B)</p> Signup and view all the answers

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

<p>Bad-mouthing a competitor (A)</p> Signup and view all the answers

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

<p>By bringing something of interest to the account (D)</p> Signup and view all the answers

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

<p>Using their pain points to guide conversations (A)</p> Signup and view all the answers

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

<p>To provide solutions that directly address the account's needs (C)</p> Signup and view all the answers

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

<p>There is a lack of communication between pharmacies and medical providers. (A), Patients regularly encounter delays in receiving their prescriptions. (D)</p> Signup and view all the answers

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

<p>Understanding the claims process thoroughly. (D)</p> Signup and view all the answers

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

<p>Lack of knowledge about available WC pharmacy resources. (B)</p> Signup and view all the answers

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

<p>Higher likelihood of referring patients to other providers. (A)</p> 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?

<p>Simplify the process for prescribing and dispensing medications. (C)</p> Signup and view all the answers

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

<p>What would you say to a patient about using EZ Scripts? (B)</p> Signup and view all the answers

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

<p>Full transparency and clear communication with patients. (D)</p> Signup and view all the answers

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

<p>Positive patient reviews and feedback. (D)</p> Signup and view all the answers

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

<p>Experience level of the front desk staff (C)</p> Signup and view all the answers

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

<p>They are always claimant-oriented. (B)</p> Signup and view all the answers

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

<p>Do you do any/many depositions? (C)</p> Signup and view all the answers

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

<p>It fosters better communication and understanding. (C)</p> Signup and view all the answers

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

<p>Identifying key personnel such as the WC coordinator. (C)</p> 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?

<p>They primarily engage in non-claimant related work. (B)</p> Signup and view all the answers

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

<p>Would you like to see more WC? (B)</p> Signup and view all the answers

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

<p>Discussing their experiences with challenging cases. (C)</p> Signup and view all the answers

Flashcards

Account Relationship Scale

The idea that a business relationship with an account can be visualized as a line or scale, with the left end representing no engagement and the right end representing maximum engagement. The goal is to continuously improve the relationship and move the 'marker' towards the right, indicating increased engagement and trust.

Tailoring questions to the account type

Understanding that different types of accounts will require different approaches, and questions should be tailored accordingly. For example, a law firm will have different needs and priorities compared to a medical practice.

Identifying claimant-oriented accounts

Identifying accounts that actively advocate for workers' compensation claimants or patients, as they are likely to have a strong interest in maximizing services and benefits for their clients.

Question relevance to state and WC system participant

Recognizing that some questions may be specific to a certain state or participant in the workers' compensation system. For example, certain questions related to depositions may be relevant to law firms but not medical providers.

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Understanding Account's WC Business

Gathering information about the account's overall involvement in workers' compensation matters, including their experience, reasons for participation, and type of services provided.

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Understanding Account's Desire and Future Plans

Asking questions about the account's aspirations and future plans regarding workers' compensation, including their desire for growth, preferred aspects of WC, and ongoing involvement.

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Building Relationships with Key People

Asking personal questions about the account's key people/contacts to build rapport, gain insights into their values and personal interests, and foster a stronger connection.

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Talking to the Right People

Identifying and engaging with the most appropriate individuals within an account, such as paralegals, legal assistants, office managers, or WC coordinators.

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How do you prefer to communicate?

A question used to understand the account's preferred communication channel. Helps determine if they value personal interactions or prefer written communication.

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What's your ideal workday look like?

A question probing the account's ideal workflow and preferences around patient care. Helps determine if they prioritize efficiency, accuracy, or specific patient needs.

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What's your take on worker's compensation medications?

A question to understand the account's experience with worker's compensation medications. Helps discover potential barriers or challenges in current processes.

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What's the "perfect" WC claim look like?

A question designed to identify potential pain points and areas for improvement within the account's worker's compensation workflows. Helps uncover areas where EZ Scripts could provide value.

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If there was one area that you'd like to learn more about in WC, what would it be?

A question designed to gauge the account's familiarity with the worker's compensation system. Helps assess their knowledge of potential challenges and their willingness to explore solutions.

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When treating a WC patient/client, what matters the most to you?

A question designed to understand the account's current approach to patient care and identify potential areas for improvement by promoting the use of EZ Scripts.

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Of all types of claims (private health, WC, Medicaid, Medicare, cash pay), which types of payors do you see now?

A question to understand the account's current volume and mix of different claim types. Helps determine if they are actively seeking to expand their worker's compensation patient base.

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Where do you get most of your WC business?

A question to explore the account's network and referrals. Helps identify potential gaps in their referral sources and opportunities to increase worker's compensation patient volume.

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Open-Ended Questions

Questions that encourage detailed answers and provide insights into the account's needs, processes, and motivations.

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Pain Points

The specific problems or challenges an account faces, often linked to their processes or desired outcomes.

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Targeted Solutions

Gathering information about an account's pain points and tailoring solutions to address those needs.

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Account's Perception of Reality

The perception or belief held by an account about their situation, often based on their own experience.

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Building Trust

Building trust with an account through actions like providing valuable information and demonstrating genuine concern for their needs.

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Bringing Value

Providing valuable insights or information that can help an account improve their business or achieve their goals.

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Account's Motivations

Understanding the goals and priorities of an account, allowing you to tailor your approach and communication.

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Focus on Patient Experience & Financial Success

Delivering exceptional patient experiences and assisting accounts in improving their financial performance.

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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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