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NEGOTIATING SKILLS TRAINING
Whether your company is selling to private for-profit, private not-for-profit, government-funded, or blended healthcare providers – sales personnel, sales agents, distributors, and cross-functional staff must become more effective negotiators to improve organizational performance, business results, profitability, and outcomes. As competitive demands on business continue to increase, the expectations of executives, managers, and salespeople at all levels will also continue to grow.
Imagine the benefits of having members of your sales organization being able to negotiate more effectively in almost any situation. Negotiating is an essential life skill. Members of your organization are negotiating all the time – with group purchasing organizations (GPOs), healthcare networks; buying groups; senior management; administration; surgeons and physicians; medical support staff; purchasing and supply chain management; co-workers; and colleagues.
Changes in healthcare policies, processes, and practices are having a profound impact on how healthcare products, services, and solutions are being sourced, assessed, and purchased. Vendor access to surgeons, physicians, and medical support staff is being restricted. Both power and authority in healthcare institutions are shifting to purchasing, finance, and supply chain management. Reimbursements to healthcare providers are increasingly being based on the quality of care and the patient outcomes – rather than on the volume of care or on a per-procedure basis.
This evolving situation results in decisions by healthcare administrators and practitioners to favour treatments that either decrease costs, improve patient outcomes, or both. Increasingly, therapeutic decisions that meet the above-referenced criteria are based on presenting compelling evidence to decision makers and influencers from properly conducted clinical research. This results in relationship selling being marginalized and negotiating skills becoming critical for success.
If members of your sales, marketing, or cross-functional organization are experiencing any of the following challenges, then your company needs to invest in effective, real-world negotiating skills training and education:
Our Negotiating for Sales Success in Healthcare seminars or learning workshops are tailored to address the negotiating challenges faced by all companies that sell to the healthcare industry.
GET IN TOUCH
michael -at- sloopka -dot- com
Meet Michael E. Sloopka
Michael is a recognized negotiating expert and highly regarded professional speaker who consistently wins rave reviews from attendees for his ability to deliver impactful, thought-provoking, engaging, and challenging presentations to corporations and associations around the world.
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