Selling In Healthcare

What you'll learn
Gain an understanding of the critical metrics that influence healthcare buyers.
Examine the most pressing concerns for both providers and suppliers.
Explore the ongoing debate between cost and care in the healthcare industry.
Establish a clear understanding of how your product or service can contribute to positive patient outcomes.
Utilize trial and case study data to showcase the effectiveness of your solution.
Learn how to navigate changing regulations and legislation and leverage this knowledge to your advantage.
Requirements
Learners who are new to the medical sales field or possess a basic understanding of sales principles and techniques.
Enthusiasm and a desire to excel in healthcare sales
Description
The healthcare industry is known for its complexity and unique challenges, making it essential for sales professionals to adopt a strategic approach tailored to this vertical. In the course, "Selling in Healthcare," instructor Sabreen Bawa (MSc., MRSB) provides valuable insights and techniques to help you maximize your revenue and make a significant impact when selling in the healthcare sector.One of the key aspects covered in this course is understanding the crucial metrics of your healthcare buyer. By grasping these metrics, you will be able to establish a stronger connection between your solution and the most relevant numbers, ultimately enhancing your ability to meet the needs of your clients effectively.In addition, the course delves into unpacking the hot-button issues for providers and suppliers in the healthcare industry. Identifying and addressing these concerns is essential for building trust and credibility with your potential clients. By understanding their pain points and challenges, you can position your solution as a valuable and tailored answer to their specific needs.The cost versus care debate is a crucial topic in healthcare, and this course provides you with the tools to navigate this ongoing discussion effectively. You will learn how to address the delicate balance between controlling costs and ensuring quality care, enabling you to articulate the value proposition of your solution in a way that resonates with healthcare professionals.Another important aspect covered in the course is codifying your impact and connecting your solution to patient outcomes. In the healthcare industry, tangible results and patient well-being are of paramount importance. You will discover techniques to measure and communicate the positive impact your product or service can have on patient outcomes, further strengthening your sales pitch and value proposition.To support your sales efforts, the course explores the use of trials and case studies. These tools can be instrumental in demonstrating the effectiveness and real-world applications of your solution. By leveraging relevant trials and compelling case studies, you can provide concrete evidence of your product's success, thus boosting your credibility and persuasiveness.Furthermore, the course emphasizes the significance of staying informed about regulations and changing legislation in the healthcare industry. With ever-evolving guidelines and policies, it is crucial for sales professionals to adapt their strategies accordingly. By understanding the current regulatory landscape, you can position your solution within the framework of compliance, building trust and ensuring a smoother sales process.
Overview
Section 1: Introduction to the course
Lecture 1 Introduction
Lecture 2 Introduction to the Instructor and the Course
Section 2: Module 1: Preparing for Success!
Lecture 3 Preparing for Success
Section 3: Customizing Your Approach
Lecture 4 Customizing Your Approach
Section 4: Mastering the Art of Persuasion
Lecture 5 Mastering the Art of Persuasion
Section 5: Finalizing the Agreement
Lecture 6 Finalizing the Agreement
Section 6: Conclusion
Lecture 7 Conclusion
The course is intended for experienced sellers who already possess a fundamental understanding of their product and industry, as well as familiarity with the typical sales process and their company's past achievements. The course aims to deepen your knowledge of the healthcare industry, providing you with the tools to become a more efficient and profitable representative when selling into this vertical. By immersing you in the world of healthcare, the course aims to enhance your skills as a seller in this field.