Asking better questions in the sales process

Understanding how the medical provider views their financial relationship with insurance companies.

The type of claims a medical provider sees, indicating their focus and experience.

The amount of influence a medical provider has on patients choosing their treatment.

Questions that encourage detailed answers and are not limited to a simple "yes" or "no" response.

Understanding the specific problems or challenges faced by the target account.

The process of identifying and addressing the target account's pain points using the company's products or services.

Building trust with the account by focusing on their success and needs.

The perception of reality held by the target account and their trust in the salesperson.

Bringing valuable information or insights to the account to demonstrate knowledge and build rapport.

Avoiding negative or disparaging remarks about competitors or other groups.

The process of consistently offering solutions that address the account's pain points.

The ability to listen attentively and understand the account's needs and perspectives.

Utilizing information gathered through active listening and understanding to formulate targeted solutions.

A term or situation where a party or aspect in the workers' compensation system is perceived as negative or harmful.

The specific internal processes and systems that the account utilizes when handling workers' compensation prescriptions.

An ideal scenario for a worker's compensation claim where all aspects run smoothly and efficiently.

A process or a feature in a WC pharmacy designed to make it more specialized and effective for handling workers' compensation prescriptions.

Specific challenges or issues that the account encounters regularly when dealing with workers' compensation claims and patients.

The account's primary source of new workers' compensation claims, referrals, or patients.

The types of insurance or reimbursement options that the account primarily handles, including workers' compensation, private health insurance, Medicare, Medicaid, or self-pay.

The specific internal department or individual within the account that handles issues related to patients' workers' compensation medications.

The account's perspective and preferences regarding the use of specialized workers' compensation pharmacies and the potential benefits or drawbacks.

The account's views on the overall workers' compensation system and potential areas for improvement.

A scale or line representing the level of engagement an account has with a specific service, where the far left signifies zero engagement and the far right represents maximum engagement.

The process of actively seeking to increase the engagement level of an account with a specific service.

The specific questions or inquiries that should be tailored based on the type of account being worked with.

Accounts that prioritize obtaining business directly from insurance carriers rather than through client referrals.

The process of understanding the specific needs, objectives, and terminology used within a particular account to build rapport and earn trust.

The importance of directing questions to the appropriate individuals within an account who possess the necessary knowledge and insights.

A broad inquiry designed to understand the account's overall experience with workers' compensation claims and their interactions with claimants, patients, or clients.

An inquiry aimed at understanding the account's motivations for participating in worker's compensation practices.

A question designed to understand the account's desired level of future involvement with worker's compensation and their reasons for any changes.

Questions aimed at understanding the account's personal preferences and aspirations, creating a more personal connection.