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

Index

A

ACA (Affordable Care Act). See Affordable Care Act (ACA)

account profiles, writing, 95

Accountable Care Organizations (ACOs), 67, 127

active observers, 38

admiration, 61-63

balanced energy, 74-75

body language, 68-69

conflict resolution, 66-69

gratitude, 70-73

harmful choices, avoiding, 75-76

positive language, 62-65

shared vision, 65-66

touch, power of, 72-74

Aesop, 73

affirmation, 52-53

Affordable Care Act (ACA)

Accountable Care Organizations (ACOs), 66-67

health insurance exchanges, 58

opportunities resulting from, 3-4, 112-113

Physician Payment Sunshine Act, 42-43

researching, 14

agendaless presence, 13-15. See also listening

humility, 22-24

sincerity, 35-37

Angelou, Maya, 74

anticipation, 27

appointments

initial meeting

emotional ...