How to Sell In a Regulated Environment

Do you sell a product or service under strict scrutiny by the government?

Are you looking to make progress in the healthcare, medical or dental industry?

Isn't it frustrating working with a long sales cycle?

Selling in a regulated environment is a challenge but it doesn't have to be.

On this episode of the 60 Second Sales Show we speak with Leila Chang the CEO of Florida Dental Benefits.  Leila helps us cut through the red tape and close the deal in a highly regulated industry.

Dave Lorenzo:                       Hi there, Workplace Warriors. I'm Dave Lorenzo. You've only got 60 seconds to make a first impression and I've got half that time to convince you to come with me to the place to be. It's the place you know that will make your wallet grow. It is the 60 Second Sale Show. Welcome, everyone, to the 60 Second Sale Show. I'm your host, Dave Lorenzo, and today we've got something really special for you. Today, we have an inside look at how to sell in a regulated industry. I know many of you out there are concerned because we've been helping you develop relationships. We've been helping you build and grow your book of business, and you're focused on developing relationships, but you tell me, I hear all the time, I get emails, I get phone calls, I get text messages, I get shout-outs on Twitter, Facebook, Instagram, "Dave, look. This is all great and I have great relationships with my buyers but I'm in a regulated industry. I have no choice. I have to answer an RFP. What do I do?"

I heard you and we're answering that today. I have the best expert on the planet or at least the best expert I could find to answer this for you, my good friend Leila Chang. She's the CEO of Florida Dental Benefits. She's out there right now, her staff ... She's out there pounding the pavement. Her staff, her sales team, they're out there pounding the pavement every day looking to help the toothless population of Florida and she's going to teach us how to sell in a regulated industry. At least, she's going to give us some insight. She's going to give us a window into how you can break through if you have to follow an RFP process or if you're in a competitive industry or if you're in an industry that is ridiculously overregulated, this is the show for you. Now, I don't want you to tune out if you're not in a regulated industry because we've got all sorts of great stuff for you today. We're going to talk about the experience you provide to your clients. We're going to talk about that right now, but before I get into that, I'd be remiss if I didn't welcome in my partner in crime, the person who makes all this happen, the wonderful, the talented producer of this show, Nancy Pop. Hello Nancy, how are you today?

Nancy Pop:                          Hello, Dave. I am just not getting out of bed from Thanksgiving. How about you?

Dave Lorenzo:                       You know, it's funny. I'm sure there are a lot of people out there who are ... They're gonna listen to this show probably seven days from now or even into the future, and they're gonna be like, "Thanksgiving? What are you talking about? It's sunny, I'm at the beach, I'm listening to this podcast," and that's fine, but as we're recording this show today, it's one week from Thanksgiving, seven full days. It'll be seven full days tomorrow. I didn't really have the tryptophan coma this year. I did fry the turkey. If you listen to last week's show, we had my friend, Enrique Fernandez on the show last week and in addition to being an expert on developing systems, he also gave us some thoughts on how to fry a turkey. His insight was really, really good. I used a couple of his tips when I fried my own turkey on Thanksgiving. I think it came out pretty well. I'm gonna do another one next week. We have another group of people.