RTWN015: How to Sell RTW to Injured Workers

Mark Stipic takes you through three lessons in modern day sales processes and how they can be applied in Return To Work to improve your rehab outcomes.

Mark explains that a typical sales cycle includes:

  1. Awareness
  2. Evaluation
  3. Purchase

But in Return To Work the cycle is more likely to be:

  1. Awareness
  2. Evaluation
  3. Action

Mark then gives three lessons he has learned from sales and how these can be applied to your Return To Work process:

  • Positioning
  • Detachment
  • A lesson from Bob The Builder

Discussed in this episode is the book To Sell Is Human by Daniel Pink.

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