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Selling Healthcare: 5 Strategies to Create High-Return Relationships in Healthcare Sales
- By Gary Polsky, Andrea Rowland
- Published Jun 12, 2013 by Que. Part of the Que Biz-Tech series.
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Description
- Copyright 2013
- Dimensions: 6" x 9"
- Edition: 1st
- eBook
- ISBN-10: 0-7897-5140-2
- ISBN-13: 978-0-7897-5140-9
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
Sample Content
Online Sample Chapter
Core Tactics to Connect with Customers in Healthcare Sales
Sample Pages
Download the sample pages (includes Chapter 1 and Index)
Table of Contents
Introduction: It Is Personal 1
The Right Career at the Right Time 2
New Legislation Equals New Opportunities 3
Skilled Sales Professionals in High Demand 4
Reaping High Returns 5
High-Return Relationships Cultivate Customer Loyalty 6
The Five-Pronged Approach 7
It Is Who You Know 7
Endnotes 8
1 Core Tactics to Connect 9
Learn to Laser-Focus 10
Adopt a Sense of Urgency 11
Do Your Research 12
Project an Agendaless Presence 14
Specialize in Nonverbal Communication 15
T he Eyes Have It 15
Smiles Are Contagious 15
Just Relax 16
Get in Touch 16
W rite—and Write Some More 17
Celebrate Successes 17
Exercises 18
Practice Your Tactics 18
Endnotes 18
2 Strategy No. 1: Project a Magnetic Presence 19
First Impressions Count 20
Let the Good Vibes Roll 20
Keep Your Glass Full 21
Check Your Ego at the Door 22
Embrace an Enticing Entourage 24
Leverage the Power of Mentors 25
Out of Sight, Still in Mind 26
It’s All About Anticipation 27
Exercises 27
Hone Your Presence 27
Endnotes 28
3 Strategy No. 2: Light the Spark of Rapport 29
Become a Compassionate Consultant 31
Look Beneath the Surface 32
Flex Your Style 34
Express Sincere Interest 35
Find Common Ground 37
Be an Active Observer 38
Ask Open-Ended Questions 38
Avoid Highly Personal Topics 39
Infuse Interactions with Playfulness 40
Prioritize Your Playtime 41
Soar with Rapport Galore 44
Exercises 44
Refine Your Rapport-Building Skills 44
Endnotes 44
4 Strategy No. 3: Listen to Understand 47
Listen for Emotion 49
Loaded Words 50
Responding Instead of Reaching 51
Affirm and Pull 52
Don’t Hijack the Conversation 53
Reacting, Not Responding 54
Patient Listener, Conflict Resolver 55
No Faking It 56
Listening in Perfect Harmony 58
Exercises 58
Sharpen Your Listening Skills 58
Endnotes 59
5 Strategy No. 4: Show Appreciation, Admiration, and Respect 61
Speak with Care 63
Choose Positive Words 64
...That Evoke Positive Feelings 65
Talk to the Heart 65
Paint a Shared Vision 66
Address Conflict with Respect 67
Reinforce Your Message 68
Gravitate Toward Gratitude 70
Make Expressing Gratitude a Habit 70
Gifts Worth Giving 71
Pay Tribute with Touch 73
Get Balanced to Stay Positive 74
Don’t Stand in Your Own Way 75
Exercises 76
Practice Positive Expression 76
Endnotes 77
6 Strategy No. 5: Write Relationship Development Plans 79
Profiles with Purpose 80
Schedules for Growth 81
Tap into Your Entourage 83
Establish Shared Objectives 84
Set Goals for Personal Connection 85
Establish Subgoals 85
Create Dream-Weeks 86
Expand Your Circle of Influence 87
Get to Know the Gatekeeper 88
Evolutionary Process 89
Exercises 90
Endnotes 91
7 The Five Strategies at Work 93
Identify New Referral Sources 94
Start Written Plans 95
Step 1 95
Make an Impression That Matters 95
Gather Important Information 97
Make the Ask 97
Overcoming Step 1 Objections 98
Step 2 99
Show Sincere Interest and Respect 99
Emphasize the Shared Vision 100
Ask Open-Ended Questions 100
Appeal to Emotion 101
Plant the Seed of Need 102
Overcoming Step 2 Objections 103
Step 3 104
Strive to Connect 104
Leverage Your Entourage 104
Build a Sense of Urgency 105
Overcoming Step 3 Objections 106
Step 4 107
Exceed Expectations 107
Foster Rapport 107
Overcoming Step 4 Objections 108
Maintaining New High-Return Relationships 108
Conclusion: No End to the Possibilities 111
Health Smorgasbord for Seniors 112
Connecting to Reform Healthcare 112
Build High-Return Relationships in High-Potential Markets 113
Opportunities in Wellness and Prevention 114
Opportunities in Pharmaceuticals 116
Opportunities in Medical Equipment and Supplies 117
Opportunities in Health IT 117
Opportunities in Home Health 118
Opportunities in Hospice 119
Take It to the Next Level 122
Envision Your Future 123
Widen Your World 124
Endnotes 124
Index 127