So, what makes healthcare sales so difficult? And, why is it more difficult than it has been in the past? In The Pain of Healthcare Sales blog post, we began to explore the different factors driving the difficulty of decision making in healthcare sales. You can catch up on the first of those four factors by reading The Demise [...]
I am a professional sales person. I admit it. I carry the title of CEO for three companies, but my job is really to sell others on the value each company creates. I even created a company that specializes in effective sales strategy to sell solutions to the healthcare industry, Gylen Castle LLC. Despite all [...]
I admit that I am slow to learn on some things. After 17 years as a hospital CEO and then 4 years as a serial healthcare entrepreneur, I have shaped some strong opinions on communication etiquette. What I have learned is my bad habits have cost me a lot of opportunities over the last two [...]
So, what makes healthcare sales so difficult? And, why is it more difficult than it has been in the past? In The Pain of Healthcare Sales blog post, we began to explore the different factors driving the difficulty of decision making in healthcare sales. The first of those four factors is: The Demise of the Cowboy So, [...]
Imagine the situation: Your company has a product or service that would be great for a hospital. You think it will be wildly successful in the hospital setting and has many benefits to the hospital. You just can't get traction selling it. You can't get a presentation with decision makers. It takes what seems like [...]
Lesson #7: Discussion Presentation The Discussion Presentation is the final Value Proposition Message tool and the final lesson from the Selling to the Pain book. The Discussion Presentation is the follow up to the One Pager. If you make it to the Discussion Presentation stage you have positively impacted your Presentation Rate. The goal of the [...]
Lesson #6: One Pager The second of the three Value Proposition Message tools is the One Pager. The One Pager is a follow up to the 60-second Pitch. After the 60-second Pitch, potential clients should be left with questions and an interest to discover more about your company. The One Pager expands on the Value Proposition Message [...]
Lesson #4: Value Proposition Message Part of "Selling to the Pain" is the Value Proposition Message. The Value Proposition Message communicates how a company will solve the pain experienced by their clients. To do this, it is crucial to understand the elements that impact the Value Proposition Message. A sales professionals must understand: The decision maker; The client goals [...]
Lesson #3: Accountability Sales What if we told you that you can hold the decision maker accountable to help you close the deal? Would you believe us? This is what Accountability Sales is all about. One of the six steps to applying Accountability Sales is 'Intelligent Speculation.' Intelligent Speculation is the step where you [...]
"Selling to the Pain: Closing More Deals in Healthcare Sales" is based off of Gylen Castle's sales strategy principles. This week we continue to give previews of lessons from the book. Lesson #2: The Decision Table You are probably wondering what the decision table is and how it relates to healthcare sales. The Decision Table is [...]
