Selling Healthcare
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Selling Healthcare
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Author : Gary Polsky
language : en
Publisher: Que Publishing
Release Date : 2013-06-12
Selling Healthcare written by Gary Polsky and has been published by Que Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-06-12 with Business & Economics categories.
800x600 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
Selling Healthcare
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Author : Gary W. Polsky
language : en
Publisher:
Release Date : 2013
Selling Healthcare written by Gary W. Polsky and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013 with Medical care, Cost of categories.
Healthcare Value Selling
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Author : Christopher D. Provines
language : en
Publisher:
Release Date : 2014-03-14
Healthcare Value Selling written by Christopher D. Provines and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-14 with Business & Economics categories.
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. 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.
How To Sell Health Insurance Fast
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Author : Trilok Pattnaik
language : en
Publisher: Notion Press
Release Date : 2023-11-15
How To Sell Health Insurance Fast written by Trilok Pattnaik and has been published by Notion Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-11-15 with Business & Economics categories.
‘How To Sell Health Insurance Fast’ is the book which gives you insights about twenty one things you must know before you start selling health insurance. Previously, when a person joined as a health insurance adviser/broker to any company, no reference book was available to know how to START selling health insurance. This is the first book that helps you as your guide and open many ways to learn about your profession and grow your career. Without knowing about the concepts, company or products you cannot be successful in your career. All health insurance advisers can refer to this book for their personal and professional growth. This is the book that you will read again and again as all contents are helpful for a beginner and also for people who are working since many years in this sector.
Selling To Hospitals And Healthcare Organizations
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Author : Thomas J. Williams
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2016-05-31
Selling To Hospitals And Healthcare Organizations written by Thomas J. Williams and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-05-31 with Medical care categories.
This Glossary is designed as an easy-to-use reference. In Part 1 users will find Business and Clinical words that are commonly used within medicine, insurance, finance, supply chain and clinical research defined within the context of the hospital and their related entities. Also included is a detailed listing of medical specialties. Part 2 contains a Healthcare Personnel Glossary that describes the most common titles of hospital personnel along with a brief overview of their job. It is not an all-inclusive healthcare personnel dictionary because titles, roles and responsibilities often differ between hospitals of various sizes and within healthcare systems. In addition, there are differences in titles between community hospitals and teaching hospitals. The latter includes teaching titles and research titles which we deliberately did not add to this missive. Instead, we have provided the most common listing of job titles of personnel working within hospitals and associated healthcare entities. Because physician practices are being purchased by hospitals we did include those. There are Four Appendices to assist the reader. Appendix 1 describes the most frequently used Acronyms and Medical Industry Abbreviations. Appendix 2 provides a short list of Anatomical Terms. Appendix 3 lists several Healthcare Agencies and Organizations that sellers may encounter in their discussions with healthcare personnel. Appendix 4 is a brief list of Prescription Terms.
Buying Selling Merging A Medical Practice
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Author : Kenneth Hekman
language : en
Publisher: Lulu.com
Release Date : 2008-02
Buying Selling Merging A Medical Practice written by Kenneth Hekman and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-02 with Business & Economics categories.
Physicians and other medical professionals today must acquire far more business knowledge than they did even a generation ago. Whether you are directly involved in a medical practice acquisition, sale or merger, or you are a consultant or hospital executive needing to know more about the acquisition process, you must understand how to arrive at a fair valuation, negotiate a sales price and complete a successful deal. To gain this knowledge, you need a comprehensive reference book that explains situations, provides helpful case studies and answers your questions. In Buying, Selling & Merging a Medical Practice, successful medical management consultant Kenneth Hekman has compiled an all encompassing sourcebook that contains the explanation, techniques and proficiencies necessary to send you to the negotiating table well-equipped to complete a successful deal. Hekman covers the entire subject of buying, selling and merging medical practices by presenting its component parts in clear, concise language.
Thriving In The Healthcare Market
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Author : Glenn E. Pearson
language : en
Publisher: CRC Press
Release Date : 2019-09-04
Thriving In The Healthcare Market written by Glenn E. Pearson and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-09-04 with Business & Economics categories.
Interesting, engaging and informative with good examples. As Chief Medical Officer of a biotech startup that has to sell into the C-suite, I will be buying copies for our entire sales team. Bob Lubitz, MD, MPH, FACHE, MACP Chief Medical Officer, 3Oe Scientific, Inc. At 18% of GDP, healthcare represents a hugely attractive market for suppliers and vendors. Any sector this enormous requires support from dozens of entities: legal services organizations, design and construction companies, pharmaceutical suppliers, utilities companies, information technology vendors, food services suppliers, consulting firms, medical equipment manufacturers, and many others. Although many of the standard business dynamics apply to healthcare, numerous quirks make this field unlike any other. Every company offering products to hospitals, physicians or any other healthcare organization will greatly benefit from understanding the industry’s "psychological climate." Just having a great product or service does not guarantee market success. The seller must know how to position its products and demonstrate genuine value. Industry outsiders selling to healthcare often get sidelined if they don’t know the sector’s unique communication protocols, clinical requirements, financial dynamics, and operating procedures. Even seasoned veterans sometimes stumble over an unexpected speedbump. This book identifies 84 pitfalls vendors often encounter and provides nearly 200 specific, immediate, and actionable recommendations for minimizing them or even avoiding them altogether. Although this advice will help anyone selling to healthcare organizations, it is especially relevant for companies introducing emerging, disruptive, and transformational technologies.
Medical Sales Professional
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Author : Roy Layfield
language : en
Publisher:
Release Date : 2021
Medical Sales Professional written by Roy Layfield and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021 with Electronic books categories.
Mastering Medical Sales
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Author : Mace Horoff
language : en
Publisher:
Release Date : 2010-02-02
Mastering Medical Sales written by Mace Horoff and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-02-02 with categories.
The essential elements of selling in healthcare, using real-world examples to guide the reader through the process of creating more predictable sales outcomes.
Selling Our Souls
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Author : Adam Dalton Reich
language : en
Publisher: Princeton University Press
Release Date : 2016-11-08
Selling Our Souls written by Adam Dalton Reich and has been published by Princeton University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-11-08 with Social Science categories.
Health care costs make up nearly a fifth of U.S. gross domestic product, but health care is a peculiar thing to buy and sell. Both a scarce resource and a basic need, it involves physical and emotional vulnerability and at the same time it operates as big business. Patients have little choice but to trust those who provide them care, but even those providers confront a great deal of medical uncertainty about the services they offer. Selling Our Souls looks at the contradictions inherent in one particular health care market—hospital care. Based on extensive interviews and observations across the three hospitals of one California city, the book explores the tensions embedded in the market for hospital care, how different hospitals manage these tensions, the historical trajectories driving disparities in contemporary hospital practice, and the perils and possibilities of various models of care. As Adam Reich shows, the book's three featured hospitals could not be more different in background or contemporary practice. PubliCare was founded in the late nineteenth century as an almshouse in order to address the needs of the destitute. HolyCare was founded by an order of nuns in the mid-twentieth century, offering spiritual comfort to the paying patient. And GroupCare was founded in the late twentieth century to rationalize and economize care for middle-class patients and their employers. Reich explains how these legacies play out today in terms of the hospitals' different responses to similar market pressures, and the varieties of care that result. Selling Our Souls is an in-depth investigation into how hospital organizations and the people who work in them make sense of and respond to the modern health care market.