132: Healthcare Sales Done Right

The Better Outcomes Show

Jul 24 2024 • 38 mins

Are you making this mistake in healthcare sales?

You're doing healthcare sales wrong. At least, a lot of people are making the same mistake in sales calls or demos. I talk to a lot of healthcare startups and tech companies who are trying to drive sales and awareness. But they're going about it all wrong.

They're not doing anything crazy, like spamming people in the LinedIn Message Inbox (cause that's just annoying, am I right?) But, they're messing things up when they get into a discovery or demo call. They spend most, if not all, of the time with a prospective prospect "presenting" them with all of the value add, features, benefits, etc. But they glance over the MOST IMPORTANT part of these initial conversations: understanding the prospective customer's situation, context, and value-drivers..

Many healthcare sales folks spend too much time trying to "convince" a prospect that their solution will solve their problems. But they never actually take the time to understand what problem the prospective customer actually wants to solve.  All sales, including healthcare sales, need to first start with a simple conversation.

And that conversation has 2 goals:

1) Understanding the prospect's situation & the nature of the problem they are seeking to solve
2) Determining whether there's a good fit between your solution and their problem; and whether that fit warrants moving to the next step

Sometimes, the answer is "no", and that's fine; but it's not fine to waste too much time getting to that ultimate conclusion. The goal in any initial demo or discovery conversation is to understand whether or not you should even continue the conversation. The faster you answer that question, the more efficient your sales process becomes. So stop presenting or trying to bombard prospects with your solution's benefits or features, and spend more time trying to actually understand the prospect's situation. Then see if there's a fit between that situation/problem and your solution.

What we cover in this Episode:

-The importance of positioning on lead generation
-Understanding the role that specific value plays in a healthcare sales conversation
-Driving sales with conversations
-How to craft a value proposition for your healthcare business
-Understanding the barriers to adoption of healthcare solutions
-Aligning business models and incentives in the healthcare sales process
-Achieving Better Outcomes by replacing demo presentations with value conversations

Learn More: https://rehabupracticesolutions.com
Podcast: https://www.betteroutcomes.show
Get the Book: https://amzn.to/3M2UZ6x
Book a call with me: https://calendly.com/rehabu/discovery
Connect with Me: https://www.rafisalazar.com


If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!

You Might Like

7 Good Minutes
7 Good Minutes
Clyde Lee Dennis
Huberman Lab
Huberman Lab
Scicomm Media
Meditation Sounds
Meditation Sounds
Meditation Sounds
Feel Better, Live More with Dr Rangan Chatterjee
Feel Better, Live More with Dr Rangan Chatterjee
Dr Rangan Chatterjee: GP & Author
Gut Feeling with Dr. Pal
Gut Feeling with Dr. Pal
Dr. Pal Manickam
Daily Meditation Podcast
Daily Meditation Podcast
Declutter The Mind
Calm it Down
Calm it Down
Chad Lawson
Vocal Oli
Vocal Oli
vijay varadharaj
Erotic Stories
Erotic Stories
Sexuality and Erotica
Comfort Sounds
Comfort Sounds
Comfort Sounds
What the Health! Podcast
What the Health! Podcast
Saloni Anand (Traya, Co-Founder)
Relaxing White Noise
Relaxing White Noise
Relaxing White Noise, LLC