Opening the iTunes Store.If iTunes doesn't open, click the iTunes application icon in your Dock or on your Windows desktop.Progress Indicator
Opening Apple Books.If Apple Books doesn't open, click the Books app in your Dock.Progress Indicator

iTunes is the world's easiest way to organize and add to your digital media collection.

We are unable to find iTunes on your computer. To download from the iTunes Store, get iTunes now.

Already have iTunes? Click I Have iTunes to open it now.

I Have iTunes Free Download

Healthcare Value Selling

Winning Strategies to Sell and Defend Value in the New Market

This book can be downloaded and read in Apple Books on your Mac or iOS device.


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.

Healthcare Value Selling
View in iTunes
  • $24.99
  • Available on iPhone, iPad, iPod touch, and Mac.
  • Category: Business & Personal Finance
  • Published: Jul 06, 2014
  • Publisher: Healthcare Value Institute LLC
  • Seller: Healthcare Value Institute LLC
  • Print Length: 232 Pages
  • Language: English
  • Requirements: This book can only be viewed on an iOS device with Apple Books on iOS 12 or later, iBooks 1.3.1 or later and iOS 4.3.3 or later, or a Mac with iBooks 1.0 or later and OS X 10.9 or later.

Customer Ratings

We have not received enough ratings to display an average for this book.