They are everywhere. You meet them in hospital halls, at the community health fair, sitting in the doctor’s office and in the rehab center. They make sure you pick up your phone by the third ring, control your pricing and respond to your customers in a timely manner. They are called your competitors. And, despite talk of competitive bidding and changes in reimbursement, competitors just keep coming. What do you need to know about your competition? Begin by developing an assessment form that allows you to review your competitors and become aware of how they affect your accounts and your business. Sizing Up the Opposition Track as much information about your competitors as you can. For each competitor assessment, include the following: Business Etiquette When...

If you’re reading this article and thinking about what sales calls you will be making next week, you’re late. Your planning should have begun several weeks ago. You can plan one or two days in advance, pray that you arrive on time and hope you know what you are going to say. But who can take the chance that all might not go as planned? A two-week call plan program will not only eliminate stress but also ensure successful results. Two weeks is the absolute minimum you should allow for planning the next sales call — a call that may very well be your only opportunity to spend important face-to-face time with a potentially important referral source. It could also be your last if you...