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 Polsky, Andrea Rowland
     
 

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

Overview

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

Product Details

ISBN-13:
9780133435443
Publisher:
Pearson Education
Publication date:
06/12/2013
Series:
Que Biz-Tech
Sold by:
Barnes & Noble
Format:
NOOK Book
Pages:
125
File size:
1 MB

Related Subjects

Meet the Author

Gary W. Polsky’s nearly 30 years’ experience in the healthcare industry—from managing home infusion sales to running hospitals to founding hospice companies in four states—has afforded him firsthand knowledge of the importance of strategically building and leveraging High-Return Relationships to achieve success in business and beyond. Moreover, his work with terminally ill patients and their loved ones has convinced Gary that, at the end of the day, nothing is more important than the people around you and the experiences you create together. His desire to improve quality of life serves as his motivation for his entrepreneurial endeavors, philanthropic work, and multimedia outreach efforts under the umbrella of Apex Lifestyle Design. Gary holds a master’s degree in hospital and healthcare administration from the University of Houston-Clear Lake.

An award-winning former daily newspaper journalist and regional magazine executive editor on the East Coast, Andrea Rowland strives to engage readers with an entertaining narrative style that blends scholarly research with enlightening anecdotes. Since relocating to the beautiful American Southwest, Andrea now focuses her time and talents on exciting writing and editing projects and healthcare communications. She holds a master’s degree in the humanities from Hood College in Frederick, MD.

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