Selling healthcare : 5 strategies to create high-return relationships in healthcare sales / Gary W. Polsky wih Andrea Rowland.

Indianapolis, Ind. : Que, ©2013.

1 online resource (1 volume)

Access is available to the Yale community.

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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.

Books / Online

English

February 14, 2024

Includes bibliographical references and index.