Key Benefits:
Weave a common knowledge of managed care into
your sales process
Gain a new ease in generating profitable solutions with
the Needs Assessment© Tool
Precisely identify key needs of managed care customers
Sell and market more effectively to buyers at each level
Expand selling skills to clinicians and department
managers
Avoid costly pitfalls of selling feature benefit
Profit from changing reimbursement and
purchasing trends
Successfully differentiate your products in a
look-alike market

Topics:
How risk is turning upside down the way providers
do business and what to do about it
How the different phases of managed care effect
provider purchasing
Gathering key information: what to say and how
to say it
The four key needs of providers today and how
to respond
How to’s of meeting with top management
Tomorrow’s winners and losers: which providers
and IDN’s will survive
Match your sales process to provider’s decision process
How to profit from dramatic changes in the care process

Audience & Format:
1/2 day, 1 & 2 day formats for national sales meeting
and in-house sessions for sales reps and distributors