Healthcare Value Selling

Healthcare Value Selling

by Christopher Provines

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Healthcare Value Selling by Christopher Provines

Salespeople and commercial leaders face a significant challenge and big opportunity. Purchasing in healthcare is undergoing a fundamental shift.

Buying decisions, once driven by individual clinicians, are increasingly being made by data-driven committees, cost-driven administrators, and sophisticated buyers. The hospital supply chain and purchasing organization is growing into a powerful force, and is deploying sourcing tactics to gain unprecedented discounts and bring clearer transparency to value.

Selling in this new healthcare market in the same old way is a recipe for price erosion, declining margins, frustrated salespeople, and dissatisfied customers.

Based on extensive experience and research, this is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers.

Understand the ten drivers of change in the new healthcare market
Learn how the buyer views your sales bag and the sourcing strategies buyers use to extract value
Navigate buying committees and learn to leverage your three elements of value - clinical, economic, and emotional
Quantify your value and connect it to the customers' business and reimbursement model
Adapt your offering and use negotiation trades to satisfy different buyers and defend your value
Learn the clues to identify the four hospital buying behavior segments and how to customize your tactics to each
Align your value selling to the six stages of customers' buying process
Learn twelve common buyer games and how to defend your value against each

This book will prove to be an invaluable source of ideas, strategies and tools for healthcare sales professionals, marketing teams, and executives responsible for leading winning commercial organizations.

Product Details

BN ID: 2940149705481
Publisher: Healthcare Value Institute LLC
Publication date: 07/06/2014
Sold by: Barnes & Noble
Format: NOOK Book
Pages: 232
File size: 2 MB

About the Author

Christopher Provines has over twenty-four years of global healthcare experience. He began his career in hospital finance and reimbursement. After graduate school, he joined Johnson & Johnson and later moved to Siemens Healthcare. His roles have included vice-president-level positions at both companies. He has extensive global experience in a variety of functions, including strategic pricing, reimbursement, health outcomes, finance, procurement, commercial excellence, key account management, and business improvement. He is a world-leading thought leader in selling, defending, and capturing value in healthcare. He is an advisor to many of the world�s leading medical technology and pharmaceutical companies. Chris has written many papers, articles, book chapters, and books. He is on the board of advisors for the Professional Pricing Society and is an award-winning adjunct professor at Rutgers University, where he teaches in the Supply Chain Management and Marketing Sciences Department. His research interests include the transformation of healthcare supply chains and the implications for suppliers. Chris earned his MBA from Rutgers University.

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