Tom McDougal, CEO and Founder of Gylen Castle, announced today the release of his new book, Selling to the Pain: Closing More Deals in Healthcare Sales. The book is now available for order and shipment. To order your copy today, visit GylenCastle.com or Amazon.com.
For the past three years, Gylen Castle has trained companies across the country to sell their solution more effectively to hospitals and healthcare systems. After repeated requests from clients, these strategies have now been published.
Selling to the Pain: Closing More Deals in Healthcare Sales (McDougal, 2016) is a revolutionary strategic methodology to improve sales efficiency and close rates. The pain a potential customer is experiencing is the result of a lack of performance in financial, quality, or satisfaction key metrics. To be successful, you must diagnose the pain, communicate your solution effectively, and close the deal. This book is the culmination of years of training of talented sales professionals across the country with some of the most respected companies including GE Capital Healthcare Division, IMS, STERIS, Keystone Healthcare Management, Med-First, and many others.
Author and CEO of Gylen Castle, Dr. Tom McDougal, accepted his first hospital CEO position at age 27 and led five different hospitals over the following 17 years. Now a serial healthcare entrepreneur, Dr. McDougal provides deep insights from his unique perspective of both a decision maker and a sales professional.
During the past two decades, the culture of decision making has changed but many companies have not pivoted their sales strategy to be effective long term. Competition is fierce. Selling to the Pain is proven to create a competitive advantage to drive results in what matters – efficiently closing more deals.
Selling to the Pain includes three critical components to sales strategy success:
- Understanding the decision process and the factors that affect decisions as explained in The Decision Table©;
- Developing a Value Proposition Message to identify the pain a customer is feeling and communicate an actionable solution; and
- Applying Accountability Sales© to hold the decision maker accountable to help you close the deal.
Through Dr. McDougal’s insights and advisement of the Gylen Castle strategy, you can achieve an advantage over your competition by capturing the decision maker’s attention and improving efficiency to close more deals. While Selling to the Pain is developed from experiences in healthcare, the strategies are often applied to other industries that have long sales cycles, centralized decision making, and strong administrative leadership. Dr. McDougal has your prescription of Selling to the Pain.
Gylen Castle is the premier advisory firm serving a national client base of companies that sell solutions to the healthcare industry. Clients range from startup companies to those that sell billions of dollars in products and services every year to healthcare providers. Through the revolutionary strategies of Gylen Castle, companies improve sales efficiency and improve their close rates dramatically. To learn more, visit GylenCastle.com.
