课程: Selling into Industries: Healthcare

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Get to the senior level

Get to the senior level

课程: Selling into Industries: Healthcare

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Get to the senior level

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- I have to ask my boss. These are the six words that will take the wind out of your perfect sales pitch. You know, when you're selling into a big company or organization, sometimes it seems like no one has the authority to do anything, and you're not wrong in that assumption. Larger organizations have lots of red tape, and the healthcare industry as a whole is very tightly regulated. This can make your sales process challenging. So, as a rep, you need to quickly determine who has the decision-making capability, and how can you get in front of them? If you're selling to a supplier, like a big pharmaceutical company, it may be the chief medical officer or a division manager. In a doctor's office, it may be the doctor herself or the office manager. That said, suppliers, providers, and payers of a certain size all have one thing in common, gatekeepers. So here are three strategies to help you reach your seemingly unreachable buyer. First, try to develop an internal champion. The big boss…

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