Selling Healthcare: 5 Strategies to Create High-Return Relationships in Healthcare Sales

1. Core Tactics to Connect

Throughout this book, we refer to a number of core strategies that will strengthen your ability to connect with prospects and deepen existing High-Return Relationships. These core tactics include the following:

• Learn to laser-focus

• Adopt a sense of urgency

• Do your research

• Project an agendaless presence

• Specialize in nonverbal communication

• Write—and write some more

Learn to Laser-Focus

When you laser-focus on a specific goal—whether it’s garnering more patient referrals or introducing a new product to the healthcare marketplace—you must give 100 percent of your attention, energy, and creative power to make it happen. The same is true when you laser-focus on a High-Return Relationship. By pushing aside ...