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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