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December 22 , 2010

Selling Healthcare

5 Strategies to Create High-Return Relationships in Healthcare Sales



Build the Healthcare Sales Relationships That Power Enduring Success

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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

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