Healthcare Value Selling
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Healthcare Value Selling by Christopher D Provines
Salespeople and commercial leaders face a significant challenge and big opportunity. Purchasing in healthcare is undergoing a fundamental shift. Buying decisions, once driven by individual clinicians, are increasingly being made by data-driven committees, cost-driven administrators, and sophisticated buyers. The hospital supply chain and purchasing organization is growing into a powerful force, and is deploying sourcing tactics to gain unprecedented discounts and bring clearer transparency to value. Selling in this new healthcare market in the same old way is a recipe for price erosion, declining margins, frustrated salespeople, and dissatisfied customers. Based on extensive experience and research, this is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers. Understand the ten drivers of change in the new healthcare market Learn how the buyer views your sales bag and the sourcing strategies buyers use to extract value Navigate buying committees and learn to leverage your three elements of value - clinical, economic, and emotional Quantify your value and connect it to the customers' business and reimbursement model Adapt your offering and use negotiation trades to satisfy different buyers and defend your value Learn the clues to identify the four hospital buying behavior segments and how to customize your tactics to each Align your value selling to the six stages of customers' buying process Learn twelve common buyer games and how to defend your value against each This book will prove to be an invaluable source of ideas, strategies and tools for healthcare sales professionals, marketing teams, and executives responsible for leading winning commercial organizations.
Christopher D. Provines has over twenty-three years of global healthcare experience. He began his career in hospital finance. After graduate school, he joined Johnson and Johnson and later moved to Siemens Healthcare. His roles have included vice president-level positions at both companies. He has extensive global experience in a variety of functions, including strategic pricing, reimbursement, health outcomes, finance, procurement, commercial excellence, key account management, and business improvement. He is a world-leading thought leader in medical devices and diagnostics pricing. He is on the board of advisors for the Professional Pricing Society and is an award-winning adjunct professor at Rutgers University, where he teaches in the MBA program. Chris earned his MBA from Rutgers University.
| SKU | Unavailable |
| ISBN 13 | 9780991048601 |
| ISBN 10 | 0991048601 |
| Title | Healthcare Value Selling |
| Author | Christopher D Provines |
| Condition | Unavailable |
| Binding Type | Paperback |
| Publisher | Healthcare Value Institute |
| Year published | 2014-03-14 |
| Number of pages | 232 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |