How can you establish credibility with healthcare providers during sales negotiations?

Communicate with confidence, evidence, clear & correct messages. Use your verbal & non verbal skills to better communicate. Welcome & handle their feedback.

As a sales rep before I moved into HR my biggest learn was to suspend your agenda in order to understand the customers agenda. Yes, as a rep we all have targets and KPI’s, but you cannot force your own agenda. By taking the time to listen, you can find a lot of different ways to add value which ultimately leads to a long term mutually beneficially relationship where everyone wins. They say that to a personal with a hammer, everything is a nail, but just stop for a moment and think about what you are doing .

Never promise what you cannot deliver. Your credibility erodes when you make promises you cannot keep. It is best to say "let me get back to you on that" and give a timeline, than to buckle under the pressure of negotiation to promise what won't see the light of day.

To build our credibility, demonstrate honesty and integrity in everything that we do. Work on building expertise, be transparent, be professional, and communicate clearly.

I would only add behaviors. Know your customer behavior, values and beliefs. Find out how they are most likely to behave and how they set expectations. And what kind of personality they have. Are they pioneers and like to be the first who experience something new? Are they conservative and resistant to change? What drives them? Are they proactive or reactive? Are they partners or customers? Negotiation is like tango, it takes two to make it

Understand your customers need's first via need's analysis. Once you understand their needs than you can clearly outline a plan to assist them in overcoming their difficulties and than build small incremental steps to get their buyin. With time you will eventually build that trust in that you will be adding value to their biggest challenges, and seek new strategies or tactics to eventually win their credibility over, and win them over as you are creating solutions to their most wanted need's and use different methods to continue probing and ask questions continuously to ensure you understand and are fulfilling the barriers using various interventions.

Providers will employ a combination of tactics to increase relationship leverage. ?These tactics can be implemented across multiple established relationships—with senior leaders that previously worked for the consultant, relationships developed via prior projects, and relationships established with the consultant at a prior company. ?Consultants recognize that program leadership is not na?ve to the nature of these executive-level relationships and are likely to flex this relationship leverage during commercial negotiations with the program-level team.

Show the audience your value, but value in their opinion not yours, the benefits for patients, customers, in addition to the value to all related personal, departments, management etc. Win win win situation

You have to build trust with your customers and the only way to do that is to listen and I mean really listen. You might not always have the solution, but maybe you can offer part of the solution and then work with them to find other alternatives which might not be your offering, but by finding a way where there is compromise and everyone wins you will build long term relationships which are sustainable and long term and you will become a trusted partner. Listen listen listen

Most probably the most crucial aspect in sales - can’t agree with you more Shone. Adding value to a client is to understanding the client first before you can tailor your package.

There is listening and then there is listening. I said it in another post but suspend your agenda to understand theirs and I promise you that everyone will win because you will win and build trust which is the key to long lasting success

Let's stay with the basics! We don't have to do anything extra. Just listen carefully respond on time and communicate with clarity. Negotiations often fall flat when we try to overpromise and then end up doing an under-delivery. It's always about finding a mutually beneficial proposition so our words and our actions should be conveying the same.

In my experience this is the most important aspect for any negotiation. Once needs to understand the partner’s perspective and the unmet need with the existing options. This can help position the offering/ product to meet the unmet need.

The problem is in pharma often we are trained to get over KSM’s. we become robotic. We almost have a script that a marketeer would have you follow. Hence we don’t actively listen. We are all to ready to say the next piece of our script regardless of what has just been said to us. The real skill is to actively listen , flex , be able to answer the question. At the end of the day your KSM will not always be the answer. You will get the chance in future calls if you add benefit and answer the question in the moment. Patience is key.

Active listening is extremely important, it can reveal a lot of needs on top of known feedback and prepared negotiations scenarios or at least help in prioritization of the known issues to facilitate wining the negotiations

Be authentic and show data from recently published reputed medical journals. In addition to international clinical findings adding data from local trials will be helpful.

I agree, this is the value proposition of the product. If the product can serve the need it will become the treatment of choice. However, the value proposition should be based on data generated and facts.

Establish credibility, become an expert in treating their needs, show commitment, build trust! Show that you care and also you can increase their businesses' value by bringing in your value.??

Aportar pruebas acerca de lo que mi producto ofrece además de una oferta contundente que resolverá la necesidad, demostrar con hechos como puede ayudar y que beneficios se obtienen al comprar nuestro producto

Providing evidence is a part of health care professionals Life, they used that there should be a prove and evidence for each procedure, so providing them in numerous ways or comparative ways will help to close the deal with negotiations and avoid keeping the deal for further discussion that may be with other providers.

Communicate clearly and quickly, you should check also for the acceptance and understanding for each statement by simple paraphrasing before any talking to ensure that you are in the proper planned direction

La sencillez a la hora de presentar al producto hará que se más clara la comunicación centrada en los beneficios que mi producto aporta si lo adquieren

For me it’s all about your preparation; 1-By setting very clear objective. 2-Being 100% confident. 3-Focusing on the customer’s perception of value.

Communication is essential for any successful sales negotiation. You need to communicate clearly, confidently, and professionally with your prospects. Use simple, concise, and accurate language that avoids jargon, slang, or acronyms. Use positive, assertive, and respectful tones that convey confidence, enthusiasm, and sincerity. Use verbal and non-verbal cues, such as eye contact, gestures, and facial expressions, to enhance your message and rapport. Avoid interrupting, arguing, or dominating the conversation. Be honest, transparent, and consistent in your communication.

As humans we are influenced by various experiences and people. While understanding about the customers one should also try to understand their background in terms of education, experience etc. Linkedin is a great tool to help with that. If possible the sales person can use references from their teachers, peers and friends to establish confidence

Showcasing your knowledge of the healthcare industry, including current trends, regulations, and challenges. Being prepared to answer questions and provide insights that demonstrate your expertise in your product or service and its relevance to the hcp needs.