Integrity selling

Different style and decision. Doers? Talker? Controllers? Supporters?

love to make deciions. (let them tell you what the benefit would be. 2/ talkers don't enjoy decisions, concerned about what others will thingk. -C-need facts and logical proof. won't be swayed by enthusiasm. S-make slow decisions to avoid risk.

dominant buying motives 4?

pride profit pleasure peace

Behavior style model? Process oriented? Need for recognition? Results oriented? Need for security?

process: talker and supporter recog: talker and doer results: doer and controller need for security: controller and supporter.

Approach action guidelines:4

tune world out and people in 2. put them at ease and make them feel important 3. get them talking about themselves 4. hold eye contact and listen how they feel.

Sales congruence model: 5

view of selling: win win view of abilities: belief is reality values: need to feel good about sale commitment to activiites: inlude prospecting, pre-contact, presentation and follow up belief in product:

Decision gap: Current Ordering Process: • 2. Desired Streamlined Ordering: • " 3. Insurance and Financial Considerations: • 4. Single vs. Series Injections for Practice Volume: • 5. Consequences of Current Gaps: • These questions are designed to directly address the specific concerns related to ordering processes, insurance coverage, and the suitability of single versus series HA injections for different sized practices.

"How efficient is your current process for ordering and stocking HA injections, and where do you see room for improvement?" 2. What would a streamlined ordering process for HA injections look like in your practice, and how might it benefit your workflow?" 3. "Can you share how insurance coverage factors into your decision-making for HA injections, and what your ideal scenario would be to mitigate monetary losses?" 4. "For your larger volume practices, how well are single-injection HA options meeting your needs, and for smaller practices, what are the advantages you've found with series injections?" 5."What are the implications for your practice if the current gaps in ordering efficiency, insurance coverage, and product suitability are not addressed?"

Value statement:

"I want to assure you that my top priority is to provide the highest value to your practice. I am here to understand your specific needs and challenges so that we can effectively tailor our solutions to enhance both patient outcomes and your practice's efficiency. Let's explore how we can achieve the best results together.

Summary question of needs?

"I'd love to understand your key considerations better. Could you share how you prioritize treatment effectiveness, process efficiency, and cost management when choosing treatments like HA injections?"

Considering the risk assessment between using a specialty pharmacy versus buy and bill with bulk purchases, here are the questions structured within the decision gap framework: 1. **Current Situation with Specialty Pharmacy:** - 2. **Desired Efficiency in Procurement:** - 3. **Situation Gap in Ordering and Delivery:** - "How does the four-week completion time for specialty pharmacy orders compare with your needs for timely treatment, and what challenges does this present?" 4. **Comparing Buy and Bill Risks:** - 5. **Consequences of Not Streamlining:** - These questions aim to navigate through the decision-making process by considering both the current practices and the desired outcomes, analyzing the risks and potential consequences of not addressing the gaps.

1. "Can you describe your current experience with using a specialty pharmacy for HA injections, particularly regarding the workload for your staff and the patient experience?" 2. "What is your ideal turnaround time for HA injections delivery, and how would reducing this time impact your practice's efficiency?" 3. How does the four-week completion time for specialty pharmacy orders compare with your needs for timely treatment, and what challenges does this present?" 4. "Given that Bioventus is covered by the majority of insurances, how do you view the risk and benefits of using a buy and bill model with bulk purchases for HA injections?" 5. "What do you perceive as the long-term implications for patient care and practice operations if the current complexities and delays in the ordering process are not improved?"

Talkers respond best to? sample question: 1. feel valued and heard. **Who will be involved in using the product or service?** -2. **What do other people like, or dislike, about the product or service they're currently using?** - 3. *Who else will be involved in the final decision?** - 4. **How do you feel about what I'm offering?** - Using these questions, you're inviting the prospect to share more about their experience, preferences, and decision-making process. This approach helps in building rapport and trust, which are key in integrity selling.

1. "Can you tell me about the team members who will be directly administering HA injections, and what their typical day looks like?" 2. "Have you received any feedback from patients or staff regarding the HA injections you currently use? What aspects do they appreciate most, and what are their biggest concerns?" 3. Besides yourself, who else will weigh in on the decision to adopt a new HA injection product, and what are their primary considerations?" 4. "Given what you know about our HA injections, how do you feel they align with your practice's needs and the expectations of your patients?"

supporters question. stable and dependable: What would help you do your job better? • 2. What risks can I help you avoid? • " 3. What details do you want explained? • 4. What's worked well for you in the past? • 5. Would you please help me understand how your processes work? • "I would appreciate learning more about your current process for administering HA injections; could you walk me through it?"

1. "In terms of HA injection treatments, what tools, resources, or support would enable you to serve your patients more effectively?" 2. Are there specific concerns with HA injections that you're looking to mitigate, and how can I assist in that?" 3. "What aspects of our HA injection products would you like me to elaborate on, particularly regarding safety and patient outcomes?" 4. "Can you share which HA injection protocols or products have been successful in your practice, and why?" 5. "I would appreciate learning more about your current process for administering HA injections; could you walk me through it?"

.1. Problems they want to solve: • 2. Solutions they're seeking: • " 3. Quantities they need: • " 4. Who's involved in making a decision: • 5. What they want to happen that isn't now happening: •

1. "What are the primary challenges your practice faces in managing patient outcomes for osteoarthritis with the current treatments available?" 2. "Are you looking for HA injection treatments that can integrate smoothly with your current patient care protocols while enhancing patient satisfaction? 3.How many patients per month are you currently treating with HA injections, and do you foresee this number growing?" 4. "Who on your team evaluates the introduction of new HA injection products, and what is their decision-making process?" 5. In what ways do you feel your current HA injection offerings could be improved in terms of clinical outcomes or patient experience?"

NEEDS development questions: 1. Patient Retention questions. 2. Cost efficiency questions??? 3. Ease of Ordering 4. Efficacy of Treatments 5. Comprehensive Need Assessment

1. How do you currently ensure patient satisfaction and retention, especially regarding treatment outcomes? 2. What are some of the challenges you face in managing treatment costs, particularly with injectables? 3. Could you walk me through your current process for ordering medical supplies? What would you change about it if you could? 4. In terms of treatment effectiveness, what do your clinicians look for when selecting a product like HA injections? 5. If there were ways to enhance patient care, reduce costs, and simplify your medical supply chain, how interested would you be in exploring these options?

Dominant needs questions! 1. Clinical Efficacy 2. Operational Efficiency 3. Cost Management

1. How do you measure the success of treatments in your practice, particularly for conditions treated with HA injections, and what improvements would you like to see in these outcomes? 2. Can you describe a typical day in your clinic regarding treatment administrations? What changes could make these processes more efficient? 3. What challenges do you face when balancing the cost and quality of treatments offered here?

4 action guides?

1/ Repeat the dominant needs or wants that have been admited. 2. Show or tell how product will fill their wants or needs. 3. Avoid talking about price. 4/ Ask for their reactions, feelings or opinions.

10. Their degree of interest: • 11. Their sense of urgency: • 12. Their decision criteria: •

10. "On a scale from 1 to 10, how would you rate your interest in exploring alternative HA injection options that may offer better clinical or operational outcomes?" 11. "How pressing is the need to implement a new HA injection solution in your practice?" 12. "What criteria are most critical to you when evaluating new HA injection products for efficacy and operational efficiency?"

Doers respond best to question. Have a need for recognition,want to be respected. 2. **What do you want to happen that isn't now happening?** - 3. **What can you do to save you time?** - 5. **What problems do you have that I can help you solve?** - " These rephrased questions aim to directly address the practical and result-oriented mindset of Doers, facilitating a discussion that centers on achieving their objectives with HA injections.

2. "Could you share what aspects of your current HA injection outcomes you're looking to improve?" 3. "In what ways do you think the HA injection process could be optimized to better serve your patients and save your team's time? 5. Let's discuss the main challenges you're encountering with HA injections. How can I provide solutions that align with your immediate needs?"

6. What their awareness is of new products or solutions: • 7. Goals they want to reach: • 8. Risks they want to eliminate: • 9. Their personal agendas: • "Are there any particular milestones or achievements that you, personally, are aiming to reach through the use of HA injections?" 1

6. "How well-informed do you feel about the latest advancements and studies related to HA injections?" 7. "What are your specific goals for patient care and practice efficiency when considering HA injection therapies?" 8. "What potential risks or side effects associated with HA injections are you most concerned about mitigating in your practice?" 9. "Are there any particular milestones or achievements that you, personally, are aiming to reach through the use of HA injections?" 1

Interview % example No attempt to seull until??

80% of talking should be customer? people admit needs, wants, problems or objectives thet want filled. 2. they agree that they have need, but they are open to solutions. 3. agree to talk about a solution 4.they confirm they can make a purchase decision.

AID,inc

Approach.. rapport interview....identify needs. demonstrate.... explain how features and benefits will satisfy needs validate.. prove your claims negotiate.... to work out problems close... to ask a decision

Question for when they are happy with current process?

Are you aware of new products or services that could work better or have better coverage and make the ordering proceess easier.

Interview action guide with examples 3?

Asko open ended questions, indirect question that draws out needs? What challenges do your patients frequently encounter with their current treatments? Challenges staff have? Listen to and paraphrase points. Assure people that you want to help them get the best value.

4 traits of highly successfull people

Goal clarity-specific clear goals written down high achievement drive-latent power that needs to be activated by goal clarity healthy emotional intelligence-ability to feel my emotions and then have enough discipline to do things i don't want to do excellent social skills-mainly asking questions, having empathy and rapport

Questions for doers?

How are you able to juggle so many responsibilietes etc? Get them talking with/

Questions for supporters?

How do you stay so calm? Want to talk about security and removing risk. "Better to be safe than sorry"

How to approach a talker?

How have you been? vacation? What do you do for fun?

Integrity Integrating the?

Inner with the outer. Sincerity and congruence.

Three parts of you?

Intellectual (I think) Emotional (I feel_ Creative/Unconscious (I am)

SPIN sell examples:

Situation: What types of orthopedic conditions are most commonly treated in your practice? Problem: What challenges do you face in achieving optimal outcomes with current HA injection protocols? Implication? How do these challenges affect your practice's efficiency or patient satisfaction? If you had a way to enhance the effectiveness of HA injections for your patients, how would that change the patient experience here? Timeframe.

Main purpose of interviewing??

TO admit their wants or needs, as well as a desire for a solution.

Behavior style model: 4 types? description and greatest fear of each.

Talkers: outgoing and friendly. Need social approval and acceptance and greatest fear is loss. Doers: bottom line, get it done people. Move quickyly once they have info. Greatest fear is loss of power. Controllers: Reserved and distant. Logical and unemotional. They want facts and info and aren't swayed by personality. Greatest fear: being wrong Supporters: Easygoing, dependable and loyal. DOn't make quick decisions. They need predictability. Greatetest fear is running risks. People are usually 2 styles

Questions for controllers:

What are the most important elements that keep your organization functioning? COntrollers like to talk about efficiency and good organization.

Question to providers?

What are your main considerations when choosing a HA product?

Controllers question: 2. **What would help your organization run more efficiently?** - " 3. **What risks do you want to avoid?** - 4. **How do you make decisions?** - 5. **How do you manage your functions, jobs, or yourself so efficiently?** - "These questions are structured to appeal to Controllers' analytical nature, focusing on the efficiency, risk management, and decision-making processes they value.

What changes or improvements in the administrationand ordewring of HA injections do you believe would significantly enhance your clinic's operational efficiency?" 3. With respect to HA injections, what are the key risks or complications you're focused on mitigating to maintain high standards of patient care?" 4. "Could you walk me through the decision-making process your practice employs when selecting a supplier for HA injections?" 5. What systems or strategies have you found most effective in managing the logistics and administration of HA injections in your practice?"

Group presentation format start with. agenda? start off with? 3. after finding groups desired situation. ask?

When we leave this meeting what will you have want to know. If we are successful what will we have achieved. thoughorly understand their needs. -what products are you currently using? how are they working pain relief, insurance coverage, ordering ease? Is it easy to order the correct HA ffrom an insurance standpoint? 3. what would you like to see happen that is not happening currently?

Decision gap: for ordering process:

Current Ordering Process: • 2. Desired Streamlined Ordering: • " 3. Insurance and Financial Considerations: • 4. Single vs. Series Injections for Practice Volume: • 5. Consequences of Current Gaps: •