Questions That Sell

Day 5. Samantha Sits Down with the President of the Hospital

Samantha knows that she cannot hold back when talking with Diane, the president of the hospital. The MedInfo 2000 could be saving Greenville Hospital millions of dollars each year and ensuring that patients get the best care possible. All Samantha has to do now is convince Diane that the initial investment of $400,000 (Greenville Hospital has no good network to tap into, so the system would have to be created from scratch) is well worth it. Samantha knows that at this level most customers are chiefly concerned with taking the company to the “next level,” beating the competition and saving money.

After several minutes of small talk, Samantha gets down to business. She shares with Diane ...