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Title Selling healthcare : 5 strategies to create high-return relationships in healthcare sales / Gary W. Polsky wih Andrea Rowland.
Imprint Indianapolis, Ind. : Que, ©2013.


 Internet  Electronic Book    AVAILABLE
Description 1 online resource (1 volume)
Bibliog. Includes bibliographical references and index.
Note Available only to authorized UTEP users.
Online resource; title from title page (Safari, viewed Aug. 20, 2013).
Subject Selling -- Medical care.
Medical care, Cost of.
Medical economics.
Genre Electronic books.
Contents Introduction : it is personal -- Core tatics to connect -- Strategy no. 1 : project a magnetic presence -- Strategy no. 2 : light the spark of rapport -- Strategy no. 3 : listen to understand -- Strategy no. 4 : show appreciation, admiration, and respect -- Strategy no. 5 : write relationship development plans -- The five strategies at work --Conclusion : no end to the possibilities.
Summary 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.
Other Title 5 strategies to create high-return relationships in healthcare sales
Five strategies to create high-return relationships in healthcare sales