There are 3 psychological needs that every buyer in the healthcare industry has- whether they’re a doctor, nurse, surgeon, oncologist, or anesthesiologist, it doesn’t matter. If you learn how to consistently meet these needs during your sales process, you will close to healthcare professionals at much faster rates.
So what are they? Click the video or read the article below to learn more.
As a sales professional selling to healthcare professionals, you know that clarity, certainty, and collaborative decision-making are crucial to winning deals. However, achieving these goals is easier said than done. The healthcare industry is complex, and every prospect has their own unique set of questions and concerns. That’s where video comes in.
Here are three essential sales tactics for selling to healthcare professionals:
As a sales leader, injecting clarity into your sales process is key. Most sales professionals know that if they answer their prospect’s questions before their prospect has the chance to ask, they are more likely to close the deal.
But in the healthcare industry, prospects have a lot of questions and concerns that may not be easily answered. Video can help you address these issues head-on, providing clear and concise answers that will impress your prospects and give them confidence in your solution.
Certainty is key when selling to healthcare professionals.
Your lead must know that their investment in your product or service will deliver a valuable ROI. However, relying on your internal champion to sell your proposal to their review committee is a low-success tactic. While everyone you’re competing against is also submitting PDFs for review, wouldn’t you get better results if you could be there to sell your proposal directly to the decision-makers? Even if your healthcare professional lead opened your proposal and liked it, how could they possibly talk about your proposal with their team with the kind of energy, certainty, and excitement that it takes to sell? An internal champion can only do so much on your behalf. Video can help you deliver your proposal with energy, enthusiasm, and confidence, directly to the decision-makers.
Eventually, your prospect is going to hold meetings with others in the workplace to talk about your deal.
During these moments, your sales process or team needs to influence them. When meeting with their decision-making team, the prospect needs to easily explain your solution, deliverables, and successful track record. They have to explain with clarity and certainty. When you do that, you win. But since you’re unable to be in the room with them, there’s one trick to do this effectively. Video can help you make a lasting impression on decision-makers, presenting your solution with clarity, energy, and enthusiasm that will influence them to choose you.
Video is the key to increasing clarity, certainty, and collaborative decision-making in the healthcare industry. Luckily, Todd Hartley has mastered the art of remote selling and shares exclusive tips only available when you sign up for his With Todd’s training, you can increase your sales revenue and win more deals, especially in the life sciences, biotech, and medical device industries. Todd’s training has generated over $6 billion in sales last year. Contact Todd when you’re ready to master the art of remote and in-person selling through video.
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