Ed Stoeffel, VP Sales & Marketing

MedSolutions International.

About the Author
Suzanne Houck, BSN, MBA President of Houck & Associates' unique blend of clinical as well as sales and marketing experience has created tools for building genuine solutions vs. traditional feature:benefit sales. Built on a solid understanding of key financial and operational trends, Ms. Houck brings the reader a new ease in selling within today's chaotic market.

Healthcare Sales Strategies brings you the most comprehensive, targeted tools available for vendor success in today's healthcare market. This groundbreaking book and audio tape series, brings dozens of strategic and tactical tools for front line sales staff as well as VPs of sales and marketing. Forget yesterday’s feature and benefit selling, today's providers expect you to understand their business. Leverage key trends into effective, long term provider solutions. Reposition your company to assist providers as they move from managing costs to actually managing care. Built on our extensive consulting for hospital, physician group and payer CEOs as well as succesful sales experience, you'll learn how to get in to see top managers and what to say once you get there. Avoid the common, costly pitfalls of this unforgiving market. Two audio tapes bring the added benefit of continuously reinforcing key Healthcare Sales Stategies.

Key Benefits:
Implement unique strategic and tactical tools you
won't find anywhere else
Build solutions around specific needs of top
management, clinician and middle management
decision makers
Make sure that when customers think of your
company, solutions not just features and benefits
come to mind
Beyond the cliches, leverage key trends into genuine
partnerships that stand out from the competition
Effectively sell services in today’s market
Understand and leverage the financial forces shaping
today’s managed care market
Assess a customer’s purchasing potential with the
Purchasing Potential Index©
Predict the success of Integrated Delivery Networks
in your markets
Weave an understanding of managed care into
your sales process
Learn how successful suppliers are standing
out in a look alike market
Leverage reimbursement changes for success
in the alternate care market

Two audiocassettes reinforce strategies
anywhere, 24 hours a day
Identify Those Providers Who Will Survive & Those
Who Won't
Match Selling To Changes In The Care Process
Key Aspects Of Successful Long Term Partnerships

Audience & Format
Sales staff, managers and distributors