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.     

Physicians today The Selling Environment Strategizing the Territory Getting past the gatekeeper Prospecting Questioning Skills The Presentation Closing Skills Overcoming Objections Capturing Market Share Territory Management

 

You aren’t growing your business unless you’re growing your people!

Elements of a marketing leader Situational marketing leadership Leading for results Company infrastructure Territory management Coaching them through the stages Reward Systems Management myths Management gems