Selling Into Industries: Healthcare
Author: Lisa Earle McLeod
Publisher:
Published: 2018
Total Pages:
ISBN-13:
DOWNLOAD EBOOKPosts
Selling Into Industries: Healthcare
Author:
Publisher:
Published: 2018
Total Pages:
ISBN-13:
DOWNLOAD EBOOKLearn how to increase your sales and your impact when selling into the healthcare industry.
Selling Healthcare
Author: Gary Polsky
Publisher: Que Publishing
Published: 2013-06-12
Total Pages: 170
ISBN-13: 013343544X
DOWNLOAD EBOOK800x600 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
Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries
Author: Martin Austin
Publisher: Routledge
Published: 2016-05-06
Total Pages: 191
ISBN-13: 1317105311
DOWNLOAD EBOOKLicensing, Selling and Finance in the Pharmaceutical and Healthcare Industries is an assessment of the turbulent state of pharmaceutical and biotechnology markets as we enter the second decade of the 21st Century. At the same time, the book offers a cautionary evaluation of the future financing of innovation in terms of what's gone wrong and how to succeed in the future. Martin Austin explores the challenge that the pharmaceutical (and related) industries face in terms of balancing short term, cost containment and expenditure control in areas such as internal research and development; whilst embracing in-licensing and the acquisition of innovative therapies to counteract their impending portfolio weaknesses in the mid to longer term. The first part of the book provides an engaging and convincing perspective on the context in which the industry currently finds itself; the second part is a pragmatic guide to commercialising your intellectual property; including how to recognise and value what you have as well as the new ways of working that you will need to adopt when negotiating, collaborating and contracting in partnership and alliance with others. Commentators have described in great detail the cocktail of commercial, clinical and social issues that threaten to overwhelm the pharmaceutical industry; Martin Austin's book offers a very distinctive perspective on these issues and their solution.
Succeeding in Healthcare Sales
Author: Mark Moronell
Publisher:
Published: 2013-03-07
Total Pages: 160
ISBN-13: 9780983164418
DOWNLOAD EBOOKThe Healthcare Industry is complex, the subject matter is challenging and your customers are difficult to engage. So how do you craft that winning message to really get you the business? Succeeding in Healthcare Sales shows you exactly how to research, plan, prepare for, then execute each and every sales call for maximum effectiveness. Dr. Moronell has been on both sides of the sales call as a buyer and a seller and his experiences, insights and real-world stories provide both a powerful and enjoyable educational experience. Whatever you¿re selling, you will not find a better sales tool than Succeeding in Healthcare Sales.
Selling to the Pain
Author: Tom R. Mcdougal, Jr.
Publisher: Createspace Independent Publishing Platform
Published: 2016-08-08
Total Pages: 210
ISBN-13: 9781533378415
DOWNLOAD EBOOKSelling to the Pain: Closing More Deals in Healthcare Sales (2016) is a revolutionary strategic methodology to improve sales efficiency and close rates. The pain a potential customer is experiencing is the result of a lack of performance in financial, quality, or satisfaction key metrics. To be successful, you must diagnose the pain, communicate your solution effectively, and close the deal. During the past two decades, the culture of decision making has changed but many companies have not pivoted their sales strategy to be effective long term. Competition is fierce. Selling to the Pain is proven to create a competitive advantage to drive results in what matters - efficiently closing more deals. Author and CEO of Gylen Castle, Dr. Tom McDougal, accepted his first hospital CEO position at age 27 and led five different hospitals over the following 17 years. Now a serial healthcare entrepreneur, Dr. McDougal provides deep insights from his unique perspective of both a decision maker and a sales professional. Selling to the Pain includes three critical components to sales strategy success: Understanding the decision process and the factors that affect decisions as explained in The Decision Table(c); Developing a Value Proposition Message to identify the pain a customer is feeling and communicate an actionable solution; and Applying Accountability Sales(c) to hold the decision maker accountable to help you close the deal. Through Dr. McDougal's insights and advisement of the Gylen Castle strategy, you can achieve an advantage over your competition by capturing the decision maker's attention and improving efficiency to close more deals. While Selling to the Pain is developed from experiences in healthcare, the strategies are often applied to other industries that have long sales cycles, centralized decision making, and strong administrative leadership. Dr. McDougal has your prescription to Sell to the Pain. Gylen Castle, LLC is a Birmingham, Alabama based boutique advisory firm serving a national client base. Clients of Gylen Castle vary widely in size from start up firms to companies that sell billions of dollars of services or products to their clients each year. Gylen Castle is recognized as the premier healthcare sales strategy advisement firm. To learn more about how Gylen Castle can transform your sales strategy, visit GylenCastle.com."
Medical Equipment Sales Representative - The Comprehensive Guide
Author: Viruti Shivan
Publisher: Independently Published
Published: 2023-11-04
Total Pages: 0
ISBN-13:
DOWNLOAD EBOOKDive into the dynamic and rewarding world of medical equipment sales with "Medical Equipment Sales Representative - The Comprehensive Guide." This essential resource offers a deep dive into the strategies, skills, and knowledge required to excel in this competitive field. From understanding complex medical terminologies to mastering negotiation techniques, this guide covers it all. Learn how to effectively communicate with healthcare professionals, understand the regulatory environment, and stay ahead in a constantly evolving industry. Whether you're a seasoned sales professional transitioning to the medical equipment field or a newcomer eager to make your mark, this book provides valuable insights and practical advice to help you succeed. With real-world examples, case studies, and expert tips, you'll be equipped to build strong relationships, close deals, and make a significant impact in the healthcare sector. Embark on your journey to becoming a top-performing medical equipment sales representative with this comprehensive guide by your side.
How to Break Into Pharmaceutical Sales
Author: Tom Ruff
Publisher: Tom Ruff Company
Published: 2007
Total Pages: 236
ISBN-13: 0978607015
DOWNLOAD EBOOK[This book is an] organized 'formulary' written for those who are considering a specific field - 'drug reps', as they are known in the industry.-Introd.
Integrity Selling for the 21st Century
Author: Ron Willingham
Publisher: Currency
Published: 2003-06-17
Total Pages: 239
ISBN-13: 0385509561
DOWNLOAD EBOOK“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.
Mastering Medical Sales
Author: Nomfundo Sithandile Khabela
Publisher:
Published: 2021-04-22
Total Pages: 54
ISBN-13:
DOWNLOAD EBOOKMastering Medical Sales is for anyone already working in (or considering) sales as a profession. However, the examples cited in this training manual are specific to the pharmaceutical and medical device industry. Sales Managers will also benefit from this series as it will assist them in sales coaching.This training guide will give the reader clear step-by-step instructions on how to succeed in medical sales. The examples given are realistic and relatable as they are drawn from the author's extensive industry experience.
