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- Describe how you would approach this sale, given the fact that you already have a good relationship with the clients you need to convert to the new healthcare solution.
When planning for this sale, I would first schedule a business lunch with my client to personally connect, assess their current customer satisfaction, and then propose and pitch the newly improved healthcare solutions. Before bringing up the new price, I would market the new product in the light of improvements and how those directly impact each customer specifically. I would then lead into the price, showing the correlation between improved services that lead to improved results. Basically, even though my client’s payment for the solution will increase from our previous product, it is a qualified increase since they will reap an increased benefit.