Selling Healthcare

5 Strategies to Create High-Return Relationships in Healthcare Sales
Que (Verlag)
  • 1. Auflage
  • |
  • erschienen am 12. Juni 2013
  • |
  • 143 Seiten
E-Book | ePUB mit Adobe-DRM | Systemvoraussetzungen
978-0-13-343544-3 (ISBN)

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

1. Auflage
  • Englisch
  • USA
  • Windows
  • 1,41 MB
978-0-13-343544-3 (9780133435443)
Gary W. Polsky's nearly 30 years' experience in the healthcare industry-from managing home infusion sales to running hospitals to founding hospice companies in four states-has afforded him firsthand knowledge of the importance of strategically building and leveraging High-Return Relationships to achieve success in business and beyond. Moreover, his work with terminally ill patients and their loved ones has convinced Gary that, at the end of the day, nothing is more important than the people around you and the experiences you create together. His desire to improve quality of life serves as his motivation for his entrepreneurial endeavors, philanthropic work, and multimedia outreach efforts under the umbrella of Apex Lifestyle Design. Gary holds a master's degree in hospital and healthcare administration from the University of Houston-Clear Lake.

An award-winning former daily newspaper journalist and regional magazine executive editor on the East Coast, Andrea Rowland strives to engage readers with an entertaining narrative style that blends scholarly research with enlightening anecdotes. Since relocating to the beautiful American Southwest, Andrea now focuses her time and talents on exciting writing and editing projects and healthcare communications. She holds a master's degree in the humanities from Hood College in Frederick, MD.

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

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