Selling Healthcare: : 5 Strategies to Create High-Return Relationships in Healthcare Sales / Polsky, Gary.

Format:

Book

Author/Creator:

Polsky, Gary, author.

Rowland, Andrea, author.

Language:

English

Subjects (All):

Selling--Medical care.

Selling.

Medical care, Cost of.

Medical economics.

Physical Description:

1 online resource (125 pages)

Edition:

1st edition

Other Title:

5 strategies to create high-return relationships in healthcare sales

Five strategies to create high-return relationships in healthcare sales

Place of Publication:

Que, 2013.

System Details:

text file

Summary:

Build the Healthcare Sales Relationships That Power Enduring Success Healthcare salespeople have immense opportunities. But enduring success demands more than training and great products. You need High-Return Relationships: pre-qualified connections elevated by genuine shared passions and a long-term outlook. Selling Healthcare will help you build those relationships. It leverages decades of experience in healthcare sales and management, and it’s packed with insights from healthcare sales pros—in pharmaceuticals, medical devices, hospice, home health, and beyond. Whether you sell to hospital executives, doctors, office staffs, nursing home directors, or anyone in healthcare, these techniques work . They create genuine loyalty, real trust, and phenomenal growth! Leverage these core traits: Laser focus A sense of urgency An agendaless presence Excellence in communication and research Master these 5 strategies: 1. Project a magnetic presence that inspires interpersonal connections 2. Light the spark of rapport to stimulate the heartbeat of the High-Return Relationship 3. Listen to understand by putting your selfish agenda aside 4. Show appreciation, admiration, and respect to connect with your customer’s heart and head 5. Create Relationship Development plans that script the unfolding of your High-Return Relationships

Contents:

Introduction : it is personal

Core tatics to connect

Strategy no. 1 : project a magnetic presence

Strategy no. 2 : light the spark of rapport

Strategy no. 3 : listen to understand

Strategy no. 4 : show appreciation, admiration, and respect

Strategy no. 5 : write relationship development plans

The five strategies at work

Conclusion : no end to the possibilities.

Notes:

Includes bibliographical references and index.

Online resource; Title from title page (viewed June 12, 2013)

OCLC:

856889482