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

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

by Gary W. Polsky, Andrea Rowland
Released June 2013
Publisher(s): Que
ISBN: 9780133435450

Read it now on the O’Reilly learning platform with a 10-day free trial.

O’Reilly members get unlimited access to books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.

Start your free trial

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

    Product information

    • Title: Selling Healthcare: 5 Strategies to Create High-Return Relationships in Healthcare Sales
    • Author(s): Gary W. Polsky, Andrea Rowland
    • Release date: June 2013
    • Publisher(s): Que
    • ISBN: 9780133435450