You are previewing Selling Healthcare: 5 Strategies to Create High-Return Relationships in Healthcare Sales.
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Selling Healthcare: 5 Strategies to Create High-Return Relationships in Healthcare Sales

Book Description

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

Table of Contents

  1. About This eBook
  2. Title Page
  3. Copyright Page
  4. Contents at a Glance
  5. Table of Contents
  6. About the Authors
  7. Dedication
  8. Acknowledgments
  9. We Want to Hear from You!
  10. Reader Services
  11. Introduction: It Is Personal
    1. The Right Career at the Right Time
    2. Reaping High Returns
    3. Endnotes
  12. 1. Core Tactics to Connect
    1. Learn to Laser-Focus
    2. Adopt a Sense of Urgency
    3. Do Your Research
    4. Project an Agendaless Presence
    5. Specialize in Nonverbal Communication
    6. Write—and Write Some More
    7. Celebrate Successes
    8. Exercises
    9. Endnotes
  13. 2. Strategy No. 1: Project a Magnetic Presence
    1. First Impressions Count
    2. Let the Good Vibes Roll
    3. Keep Your Glass Full
    4. Check Your Ego at the Door
    5. Embrace an Enticing Entourage
    6. Out of Sight, Still in Mind
    7. It’s All About Anticipation
    8. Exercises
    9. Endnotes
  14. 3. Strategy No. 2: Light the Spark of Rapport
    1. Become a Compassionate Consultant
    2. Look Beneath the Surface
    3. Flex Your Style
    4. Express Sincere Interest
    5. Find Common Ground
    6. Infuse Interactions with Playfulness
    7. Soar with Rapport Galore
    8. Exercises
    9. Endnotes
  15. 4. Strategy No. 3: Listen to Understand
    1. Listen for Emotion
    2. Responding Instead of Reacting
    3. Reacting, Not Responding
    4. Patient Listener, Conflict Resolver
    5. No Faking It
    6. Listening in Perfect Harmony
    7. Exercises
    8. Endnotes
  16. 5. Strategy No. 4: Show Appreciation, Admiration, and Respect
    1. Speak with Care
    2. Talk to the Heart
    3. Reinforce Your Message
    4. Gravitate Toward Gratitude
    5. Don’t Stand in Your Own Way
    6. Exercises
    7. Endnotes
  17. 6. Strategy No. 5: Write Relationship Development Plans
    1. Profiles with Purpose
    2. Schedules for Growth
    3. Expand Your Circle of Influence
    4. Evolutionary Process
    5. Exercises
    6. Endnotes
  18. 7. The Five Strategies at Work
    1. Identify New Referral Sources
    2. Start Written Plans
    3. Step 1
    4. Step 2
    5. Step 3
    6. Step 4
    7. Maintaining New High-Return Relationships
  19. Conclusion: No End to the Possibilities
    1. Health Smorgasbord for Seniors
    2. Connecting to Reform Healthcare
    3. Build High-Return Relationships in High-Potential Markets
    4. Take It to the Next Level
    5. Endnotes
  20. Index