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Health Care 101
Teaching your sales team to effectively reach new customers in the healthcare industry is the goal of Health Care 101. This program provides education on the healthcare marketplace, the buying process, and puts in motion the new business development selling activities and strategies that produce success with healthcare customers.
HCFI has designed a very unique delivery approach for this program. We use our “voting system” so we can pre and post test the audience and continually monitor their knowledge as we go through the training by having them respond and “vote” on questions to see if they understand the training session. Their response is immediately shown graphically on the screen and demonstrates their real understanding. It can be one-on-one, or provided in a group setting. Through this program, your sales professionals will gain the knowledge to:
- Identify the typical healthcare buyers and position themselves within the healthcare buying process.
- Build strong business relationships with local IDN's (Integrated Delivery Network) and discover why IDNs are sometimes at odds with GPOs.
- Completely differentiate your dealership from all others.
- Explain and understand managed care and how your customer makes or loses money.
- Explain the 3% ad min fee and how does it really works in GPOs & IDN contracting? What does the hospital really get of the 3%?
- Understand what managed care means and its effect on the healthcare community (from facilities to doctors).
- Secure business with or without GPO contracts.
- Differentiate yourself from the local furniture competition in healthcare sales.
- Tap into the healthcare project specification process to influence buying criteria.
- Uncover the departments and proper contacts in healthcare facilities that have healthy budgets!
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