Selling to healthcare during pandemic
Tips published in article in Repertoire magazine
- Sales reps need to ask; “How can my product or service address some area of value that is being impacted by the prospect’s current situation?”
- “Is there something my product or service can do to make practices more efficient, to make it easier for them to care for their patients?”
- “relevant to them, especially if it can be automated and reduce the workload for the practice”
- “Healthcare providers don’t automatically know what’s relevant in their business. That’s the value of the sales rep who can connect the dots for them”
- “Reps need to analyze what’s happening in the marketplace and look at their products and services differently – through a lens that allows them to position product/service relevance”
- Sales reps should address two main areas:
o Future of patient encounters
o Revenue optimization - “Ask providers or networks if they have discussed their plans for what an average patient visit will look like pre and post pandemic”
- “Ask their customers how they plan to navigate changes in the financial landscape while still providing the best patient care