Selling in the medical world of today is hypercompetitive and requires much more than just showing up and asking for the business. Sales people must understand the physician’s burden of making complex medical decisions, government demands, insurance limitations and lots of provider choices-very competitive choices. They will, therefore, invariably choose to do business with those they know, like and trust. Professional relationships hold sway and must be built by delivering on promises and providing ‘wow’ patient care.
The Selling Environment
Strategizing the Territory
Getting past the gatekeeper
Capturing Market Share
Managing Sales Professionals
You aren’t growing your business unless you’re growing your people!
Elements of a marketing leader
Situational marketing leadership
Leading for results
Coaching them through the stages
Negotiating to Close
Your staff will leave with the tools to become a ‘master negotiator’-they think differently and predictably.
Strategic thinking and planning
The beauty of win-win
When negotiating becomes selling
Brainstorming the competition
The anatomy of a negotiation
Negotiation self assessment tool