Key Benefits:
Gain a new ease in selling services &
service contracts
Learn crucial skills for the three phases of
marketing & selling services
Understand how managed care turns provider
incentives upside down and what to do
Avoid costly pitfalls of selling services like products
End the discomfort of sales and non-sales staff in
selling intangibles
Increase market share with Integrated
Delivery Networks
Get a new sense of energy & enthusiasm
for selling intangibles
Successfully differentiate your service from
look-alike competitors

Topics:
Why healthcare is changing forever and what to
do about it
Do’s & don’ts of winning marketing materials
How to reap great dividends from customer education
How customers judge quality-it may surprise you
The four key needs of providers today and how to
profitably respond
How to’s of meeting with and selling to top management
Determine if risk contracts and capitation are for you
Making sure your staff effectively uses every
opportunity to sell

Audience & Format:
Model is presented in 1/2 and 1 day workshop format
for national sales and in-house training sessions
A pretraining observation day in the field is
recommended for 1 and 2 day formats